Director, OEM Relations – Strategic Partnerships

This is a fully remote position, open to applicants in Michigan.

📋 Description

• Take ownership of the strategic relationship between FOX Factory and designated automotive OEM partners.

• Act as the main point of alignment among executive leadership, business development, product, operations, regional teams, and dealer networks.

• Create and implement partnership strategies to enhance OEM programs, acquire new vehicle platforms, and drive profitable revenue growth.

• Identify, cultivate, and secure new business opportunities with OEMs, automotive brands, dealer groups, fleet organizations, technology firms, and complementary businesses.

• Establish and sustain senior-level relationships with OEM executives and other key decision-makers.

• Facilitate executive and operational meetings in Detroit and other key markets.

• Develop a qualified pipeline and guide prospects from initial concept to commercial agreement, program award, and launch.

• Secure and manage vehicle and chassis allocations.

• Oversee annual business planning in collaboration with Sales, Finance, Operations, and strategic partners.

• Lead commercial negotiations and manage contracts.

• Transform strategic concepts into commercially viable and operationally practical programs.

• Coordinate the cross-functional transition of new programs from opportunity and award through launch and continuous execution.

• Ensure programs meet partner standards, contractual obligations, regulatory requirements, brand guidelines, quality expectations, and approval processes.

• Align partner commitments with product roadmaps, production capacity, supply chain capabilities, inventory needs, margin goals, and long-range plans.

• Coordinate program adoption, inventory placement, dealer engagement, retail execution, and market performance.

• Establish governance and operating rhythms for strategic relationships.

• Monitor pipeline, allocations, inventory, sales, revenue, margins, launch readiness, compliance, and partner performance.

• Collaborate with C-suite and executive leadership to align partnership priorities, investments, resources, capabilities, and financial commitments.

• Prepare and present executive and Board-level briefings.

• Travel to OEM headquarters, regional offices, dealer markets, manufacturing facilities, supplier sites, industry events, and FOX Factory locations.

• Regularly engage on-site at FOX Factory production, manufacturing, warehouse, and vehicle-upfit facilities.

⛳️ Requirements

• Proven track record in managing strategic relationships within automotive OEM, specialty vehicle, aftermarket, or manufacturing sectors.

• Strong knowledge of OEM organizational structures and decision-making frameworks.

• Demonstrated capability to build and sustain executive-level relationships with OEM corporate leadership, business development teams, regional organizations, allocation teams, and dealer networks.

• Comprehensive understanding of OEM business planning, vehicle and chassis allocation, dealer operations, product launch governance, and regional market execution.

• Advanced skills in commercial negotiation and contract management.

• Experience in leading long-cycle, multi-stakeholder opportunities from initial concept and commercial agreement through product development, launch, and ongoing program management.

• Strong business and financial acumen, including annual planning, revenue forecasting, margin analysis, investment evaluation, demand planning, and long-term profitability modeling.

• Proven ability to translate OEM commitments into executable annual volume, revenue, margin, inventory, and production plans.

• Strong cross-functional leadership abilities.

• Working knowledge of automotive product development and launch processes, OEM standards, contractual requirements, regulatory compliance, quality expectations, and approval milestones.

• Exceptional executive communication and influencing skills.

• Strong analytical and problem-solving abilities.

• Capacity to manage multiple OEM relationships and strategic programs concurrently.

• Ability to operate effectively in fast-paced, ambiguous environments and proactively mitigate risks.

• Experience in preparing and delivering C-suite and Board-level presentations.

• Willingness and ability to travel regularly.

• Proficiency in Microsoft Excel, PowerPoint, Word, CRM platforms, and forecasting tools.

• Bachelor’s degree in Business Administration, Engineering, Operations, or a related field required.

• Minimum of 5–7 years of progressive experience in business development, sales, or commercial leadership.

• At least 3–5 years of experience in sales planning, forecasting, demand management, and commercial strategy.

• Demonstrated expertise in complex commercial negotiations.

• In-depth understanding of automotive retail operations, dealer economics, consumer demand, inventory management, and retail sales performance.

🏝️ Benefits

• Competitive wages.

• Comprehensive benefits package.

• Employee discounts.