Key Account Manager, OEM and Channels

Job description

Littelfuse (NASDAQ: LFUS) is a diversified industrial technology manufacturing company shaping solutions for the safe and efficient transfer of electrical energy. Headquartered in Chicago, Illinois, USA, we serve customers across industrial, transportation, and electronics markets worldwide. With approximately 16,000 employees we design and manufacture innovative technologies that support electrification, energy efficiency, and advanced automation. Our global reach is matched by a culture that empowers innovation and long-term growth. Guided by our principles We Care, We Succeed With Our Customers, and We Own the Outcome, we work collaboratively, think boldly, and deliver solutions that move industries forward. Reporting directly to the Sales Support Manager, you as a Key Account Manager (OEM & Channels) will be responsible for driving strategic revenue growth, expanding market share, and managing high-value commercial relationships across the region. You will have complete ownership of assigned Original Equipment Manufacturer (OEM) accounts while driving the growth and performance of regional Distribution Channels and Sales Representatives. You will serve as the primary commercial and technical point of contact for strategic OEM accounts, engaging with R&D, Design Engineering, and Procurement teams during initial product development phases to specify and position Littelfuse components. In this role, you will also collaborate closely with North American Key Account Management teams, internal cross-functional departments, distributors, and Sales Representative agencies to secure Design Wins, manage commercial opportunities, and ensure successful execution of regional account strategies. About the Job: Manage strategic OEM accounts with complete ownership of customer relationships, account health, revenue growth, and commercial performance. Engage directly with OEM R&D, Design Engineering, and Procurement teams during initial product development phases to specify and position Littelfuse components. Lead the complete sales lifecycle from initial design-in and prototyping through high-volume production release and Design Wins. Collaborate continuously with the North American Key Account Management team to align on cross-border accounts, global design-in opportunities, and joint account execution. Maximize the sales performance of authorized regional Distribution Channels by executing joint Point-of-Sale (POS) growth strategies and monitoring inventory health. Direct, evaluate, and support regional Sales Representative agencies to align with company growth goals and opportunity tracking. Manage, review, and validate Design Registrations, custom projects, and New Business Opportunities (NBOs) from distributors and Sales Representatives while maintaining a clear and fair conflict-management policy across the territory. Conduct regular technical product trainings, market updates, and commercial enablement sessions for distributor sales teams and Sales Representative agencies. Maintain a healthy and accurately forecasted sales pipeline in the company CRM (LFBC), tracking projects, Design Registrations, and NBOs from initial lead generation through final closure. Collaborate with internal departments including Engineering, Supply Chain, Finance, Legal, Quality, and Operations to secure organizational resources, remove friction points, and ensure seamless commercial execution and project success. Negotiate regional commercial contracts, execute annual price reviews, and strategically leverage Special Pricing Agreements (SPAs) to win competitive deals. Deliver accurate demand forecasts to corporate Supply Chain and Operations teams to ensure product availability and mitigate lead time and backlog risks. Act as the internal "Voice of the Customer," collaborating with Credit, Collections/Payments, Logistics, and Customer Support to resolve critical operational issues, ensure timely deliveries, manage commercial risk, and maintain overall account satisfaction. Location: Virtual About You: Bachelor's degree in Electrical Engineering, Electronics, Industrial Engineering, or a related technical discipline, or equivalent commercial experience in a technical industry. Minimum of 5 years of proven experience in Key Account Management, Sales Engineering, or Channel Management within the industrial, electronic, or electrical components sector. Deep and proven understanding of target markets served by Littelfuse, including electronic components, circuit protection, power control, industrial automation, and HVAC/OEM applications. Comprehensive working knowledge of key competitors within the target market landscape. Proven experience managing high-spec OEM accounts, long-cycle projects, and complex sales cycles, including Design Wins and New Business Opportunities (NBOs). Demonstrated capability in coordinating cross-region or international account strategies, particularly across North America and LATAM. Strong internal stakeholder management and cross-functional leadership skills, with the ability to secure resources, oversee account administration, and drive commercial outcomes. Solid experience working with industrial distribution networks and independent Sales Representatives. Strong negotiation skills related to contracts, pricing strategies, and Special Pricing Agreements (SPAs). Proficiency with CRM platforms such as Salesforce, SAP, or internal CRM systems, including pipeline and NBO management. Business fluency in English and Spanish, both written and verbal. Willingness to travel regionally up to 30–50% for customer site visits, plant tours, and channel alignment. Strong technical, commercial, communication, negotiation, and relationship management skills. Results-oriented with strong business acumen and the ability to identify and convert strategic growth opportunities. Ability to work effectively across functions, regions, and multiple sales channels in a global environment. Littelfuse strives to empower associate growth and development in a culture of ongoing collaboration and respect for diverse global perspectives and expertise. Our Core Values — Customer Focus, Integrity, Innovation, Teamwork, and Results-Driven — support us on our mission to improve the safety, reliability, efficiency, and performance of our customers' products and systems. We are an equal opportunity employer that takes pride in giving every associate the means and courage to make a difference — everywhere, every day. #LI-MMV At Littelfuse, we support employee growth and development. Guided by our culture principles, our teams work together to deliver value for customers and make a positive impact in the communities where we operate. We are an equal opportunity employer committed to fostering an inclusive workplace where everyone has the opportunity to grow and contribute. We offer competitive compensation and benefits, performance-based incentives, flexible work arrangements, and development opportunities.