Sales Director - TiersIn-office Troy, MI
The Sales Director is responsible for driving strategic growth across regional automotive Tier 1 suppliers and OEM customers. This role focuses on securing wins, managing complex multi-year programs, and expanding adoption of advanced connector and interconnect solutions. The ideal candidate brings deep automotive expertise, strong technical sales capabilities, and a proven ability to influence both engineering and executive stakeholders.
Key Responsibilities- Strategic Account Leadership (Automotive Tier 1 & OEMs)
- Own and lead commercial relationships with key automotive Tier 1 suppliers and OEM customers.
- Develop and execute multi-year account strategies aligned to vehicle platform roadmaps and program launches.
- Build strong relationships across engineering, purchasing, and executive leadership within customer organizations.
- Manage long design cycles tied to vehicle platforms, ensuring early engagement in RFQ/RFI processes.
- Deliver against aggressive revenue and margin targets tied to automotive platforms and programs.
- Build and maintain a high-quality pipeline aligned to future vehicle platforms (3-7 year horizon).
- Lead forecasting aligned to customer production volumes and platform lifecycles.
- Identify growth opportunities in emerging automotive trends such as electrification (EV/HEV), autonomous driving, connectivity, and lightweighting.
- Expand share of wallet within existing Tier 1 accounts and penetrate new OEM platforms.
- Collaborate with customers to identify unmet needs and position innovative connector solutions.
- Partner with engineering and product management to align product roadmaps with automotive requirements (e.g., high voltage, high-speed data).
- Lead pricing strategy, contract negotiations, LTAs (Long-Term Agreements), and sourcing discussions.
- Navigate cost engineering, value analysis/value engineering (VA/VE), and annual cost-down expectations.
- Ensure compliance with automotive commercial and quality requirements.
- Monitor automotive megatrends, competitive landscape, and regulatory impacts (e.g., EV adoption, safety standards).
- Provide insights to guide innovation in connector technologies (high-speed, sealed, miniaturized, high-power).
- Lead and develop key account managers and the Tier1 sales teams.
- Foster collaboration across teams supporting major OEM platforms.
QualificationsEducation & Experience
- Bachelor's degree in Engineering, Business, or related field; MBA preferred.
- 10+ years of experience in automotive sales, preferably in connectors, interconnects, or automotive electronics.
- Proven success managing Tier 1 suppliers and/or OEM accounts.
- Strong experience with automotive design cycles, RFQs, and platform-based selling.
Skills & Competencies
- Deep knowledge of automotive systems: EV powertrain, ADAS, infotainment, body electronics.
- Strong understanding of automotive quality and program requirements (PPAP, APQP, IATF 16949).
- Demonstrated success in design-in selling and influencing engineering decisions.
- Excellent executive communication and negotiation skills.
- Strategic mindset with ability to manage long, complex sales cycles.
Key Performance Indicators - Revenue growth across automotive Tier 1 accounts
- Number and value of design wins tied to vehicle platforms
- Program conversion rate (RFQ 12 award 12 SOP)
- Market share in key automotive platforms
- Customer satisfaction and retention
Work Environment & TravelTravel required (30-50%), including domestic and international customer visits.
Ability to operate in a fast-paced, global automotive environment with long development cycles.
