OEM Sales Director EMEA & APAC
Current Position:
Feb 2023 – Present: Astrak Group Ltd. OEM Sales Director EMEA & APAC
Global Supplier of Undercarriage, Wear Parts, Final Drives and more to Off Highway & Construction Vehicles. Astrak has predominantly worked with aftermarket end users & dealers.
Tasked with developing business directly with OEM's for serial production supply.
Private equity backed - £86M turnover
Key tasks & achievements:
• Develop coherent OEM sales channel running alongside existing aftermarket sales channels, these being:
o Direct B2C & B2B sales desk in 9 countries
o Via service engineer site visits globally
o Web based shop B2C spares channel
• Create credible “Supply specialist” presentation and message of interest to OEM's
• Engage with OEM purchasing managers, Engineers, Designers and planners and be “Voice of the Customer”
• Convince prospects of the value of a “Supply specialist” as an alternative sourcing model to well established direct purchasing
• Support all parties technically, provide 2D drawings/models/test reports
• Change management of internal operational practices to accommodate a more sophisticated customer mind-set
• On-boarding of OEM customers & Astrak as new supply partner
• Support established supply chain supply readiness, customer audits
• Introduce new, demonstrable & auditable systems for enquiry handling, version control, quoting, APQP, warehousing supply, consignment stocking & materials planning
• Create usable CRM system for control of prospecting and sales activity
• Introduced Quality/warranty handling system
• Monthly board report, including Market analysis, activity reports, budget & revenue forecasts
• Price setting & negotiation with customer & suppliers
• Beginning recruitment of support team to handle customer portals, quality/warranty, internal sales and materials planning activities
• P&L responsible for OEM Sales Channel
Key achievements to date:
• $22.5M USD sale pipeline from new Blue Chip OEM prospects
• $500K invoices sales in 1st year, regular monthly revenue to date $90K
• $1.4M Sales achieved in 2nd year
• $2M target for 2025
• Successfully on-boarded as approved supplier to Volvo Construction Equipment $3M contract beginning Q4 2024 (Audits passed with Manufacturing partner, Astrak Head office & SAQ5 sustainability audit)
• Engaged in Onboarding process with Bobcat EMEA, Wacker Neuson Austria, John Deere USA, Hidromek, Mecalac, CNHI
Commercial animal, trained as a Mechanical Engineer. Majority of my career spent managing sales of bespoke engineered products (metal, plastic, rubber components) to Original Equipment Manufacturers in the off highway, automotive, construction and agricultural equipment.
HNC Mechanical Engineering
