Sales Director - OEM Channel

Cleveland Wheel and Brake Systems (CWBS) is a systems integrator that provides aircraft braking systems and key system components including wheels, brakes, and hydraulic components for the general aviation, turboprop, business jet, rotorcraft and military markets. For over 85 years, airplane manufacturers, landing gear manufacturers, mechanics and pilots have relied on the innovative and reliable Cleveland brand of products, making them one of the world’s most experienced, recognizable, and respected brands in the aircraft industry. 

Role Overview

The Director of Sales – OEM Channel owns the commercial performance and P&L for assigned OEM programs. This role drives growth through strategic account leadership, long-cycle capture, contract negotiation, and market development across Aerospace & Defense and Regional Aircraft markets. The Director sets commercial strategy, leads customer engagement at all levels, and ensures execution through internal teams and external partners to achieve Annual Operating Plan (AOP) and long-term profitability.

Key Responsibilities

Business & P&L Leadership

• Own revenue, margin, and profitability for assigned segments, customers, and programs.
• Develop and execute annual business plans, forecasts, and pipeline strategies.
• Track performance and implement corrective actions to meet financial targets.

Sales & Growth

• Lead new business development and capture activities from opportunity identification through contract award.
• Manage RFQs/RFPs, pricing strategies, and technical/commercial evaluations.
• Drive growth across OEM, Tier 1–3 and integrator channels.
• Provide accurate forecasts, account reviews, and strategic updates to senior leadership.

Market & Competitive Strategy

• Analyze markets, competitors, and customer needs to define growth priorities.
• Develop go-to-market strategies for new platforms, upgrades, and lifecycle opportunities.
• Identify and prioritize strategic pursuits aligned with company capabilities.

Contracting & Negotiation

• Lead negotiations for pricing, LTAs, and multi-year supply agreements.
• Partner with Legal, Finance, and Operations to ensure compliance with ITAR, EAR, FAR/DFARS, AS9100, and related requirements.
• Structure agreements to support long-term program performance and profitability.

Customer & Stakeholder Leadership

• Build trusted relationships with executive, program, supply chain, and engineering leaders.
• Serve as a strategic advisor to customers and lead regular business reviews.
• Advocate customer requirements internally and drive resolution of delivery, quality, and performance issues.

Cross-Functional Collaboration

• Align with Engineering, Quality, Operations, and Program Management on qualification, certification, and delivery.
• Translate market insights into product, technology, and operational planning inputs.
• Work with fellow Director of Sales – Aftermarket Channel to nurture future aftermarket programs associated with OEM products.

Required Qualifications

• Bachelor’s degree in engineering, Business, or related field (advanced degree preferred).
• 8 - 10 years of direct Aerospace experience with proven results; General Aviation, Business Aviation, or Aftermarket Aerospace sales a plus.
• Proven success leading long-cycle capture efforts and complex technical/commercial programs.
• Strong knowledge of OEM and Tier supplier procurement and program structures.
• Experience negotiating LTAs and regulated contracts (ITAR/EAR/FAR/DFARS).
• Demonstrated P&L ownership and financial acumen.
• Willingness to travel ~50% minimum.

Preferred Qualifications

• Experience  with regional aircraft OEMs or major A&D primes.
• Technical understanding of aerospace systems, components, or manufacturing.
• Exposure to government or defense programs.
• Background in program or capture management.

Core Competencies

• High-performance sales execution
• Strategic and analytical thinking
• Executive presence and strong communication
• Contract negotiation and deal-making
• Customer-centric mindset
• Cross-functional influence

Success Measures

• Consistently achieves revenue growth, retention, and AOP commitments.
• Recognized as a trusted executive-level customer partner.
• Delivers insights that shape account and company growth strategies.
• Mentors and develops commercial talent.

All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.

Many positions at CWBS require access to information or technology that is subject to the International Traffic in Arms Regulations (ITAR) and/or the Export Administration Regulations (EAR). For ITAR and EAR purposes, U.S. persons include U.S. citizens, nationals and lawful permanent residents, as well as asylees and refugees. The ITAR and/or EAR may limit access rights for non-US Persons or other unauthorized individuals. CWBS reserves the right to require candidates and employees to provide proof of citizenship, nationality and/or immigration status to determine ITAR and EAR compliance requirements.