Aftermarket Parts Sales Manager

17th June, 2024

SUMMARY
The Aftermarket Parts Sales Manager will report directly to the Vice President of Supply Chain and is responsible for growing and developing the aftermarket parts business. The Aftermarket Part Sales Manager will have responsibility and ownership for all after-sales business activity. Responsible for growing Aftermarket Parts sales volume through distributor channel accounts.

DUTIES
Strategy & Leadership

• Will lead Aftermarket Parts business as the primary subject matter expert to manage channel challenges, offer new products and solutions and improve the channel partner's customer experience, all while operating with the highest business ethics and integrity.
• Develops and implements marketing strategies to promote aftermarket parts sales and oversees the growth and profitability of the aftermarket parts business.
• Creates Go-To-Market strategy, develop pricing policies, and ensure the proper accounting and reporting of the aftersales parts business.
• Maintains accurate forecasts, achieve budget, and creates custom service level agreements SLA that provide value for the customer and revenue opportunities.
• Ensure proper management of aftermarket programs through key performance indicators (KPI's) and other measurement tools to develop portfolio segmentation to visualize areas of growth or exit plans.
• Stay up to date with industry trends, new products, and technologies to ensure our aftermarket parts offerings remain competitive.
• Continuously investigates areas to improve customer satisfaction with the products and aftermarket support.

Sales & Marketing

• Responsible for all aspects of the sales and marketing process such as market analysis, development of market strategies, and development of proposals, financial analysis, customer presentations.
• Develop an annual travel schedule that includes on-site visits with each dealer/integration partner.
• Analyze IP sales coverage for their territory and work with them to ensure sufficient coverage to maximize their sales potential.
• Research pricing to ensure competitiveness and develop pricing strategies for proprietary and non-proprietary parts offerings.
• Implement and execute strategic programs related to pricing, sales promotions, marketing programs, new product offerings, tools, and applications.
• Keeps management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses.
• Report on pipeline and quoting activities based on IP/customer and business impact.
• Support IP activities and attend relevant industry events.

Aftersales Support

• Develop and maintain relationships with Integration Partners (IP's) to grow aftermarket parts.
• Manage ongoing sales process to drive sales visibility and accountability and respond to and anticipates customer needs, including quarterly strategic account reviews.
• Be the voice of the customer VOC to management regarding spare parts and related systems, people, and processes.
• Participate in resolving issues regarding customer dissatisfaction, such as quality issues, warranty claims, parts shortages, etc.
• Guide and support assigned independent distribution network; develop the parts sales staff.
• Study customers and integration partners to determine products or services that will improve outcomes.
• Evaluates areas where business is lost to 3rd parties, internal resources, or not currently selling spare parts.

Supply Chain & Operations

• Expand the capacity of the aftermarket parts departments through operational efficiency, standardization, and introduction of new technologies and processes.
• Works with procurement and inventory planning team to ensure effective supply chain metrics are being achieved (ex. inventory turns, fill rate, on-time delivery, pick & shipping accuracy, obsolescence)

REQUIREMENTS

• Bachelor's degree (Engineering, Business, Marketing, or equivalent experience).
• Minimum of 5 years of experience in OEM aftermarket parts sales or leadership role, or a similar role within the OEM machinery industry (ideally material handling).
• Strong financial/ P&L management experience. Capable of speaking to all aspects of a P&L with great fluency
• Customer-facing sales experience in a B2B or industrial product environment, preferring experience in business development within a 2-tier distribution channel environment.
• Strong data and analytical skills to analyze past performance and develop an understanding of trends. Must have strong command of Excel (pivot tables, lookups, conditional formatting, if/then statements, and modeling).
• Data Savvy - Strong preference for experience with SQL (for data mining), data analysis using various tools and techniques, and reporting experience preferably using data visualizations (PowerBI, Tableau, Looker, or other BI tool), and creating dynamic dashboards for decision support.
• Ability and willingness to travel (up to 20%) with current/active passport when international travel is required.
• Willing to relocate (not remote or hybrid)

QUALITIES

• Executive Communication - Excellent interpersonal capabilities and strong communication skills. Possesses excellent presentation skills and proficiency delivering presentations to internal and external stakeholders. Possesses a professional disposition and ability to communicate across all levels of an organization.
• Collaborative - Others & Team focused. Proven ability to listen and communicate effectively with cross-functional teams. Results focused with successful record of accomplishments through skilled use of influence, persuasion, negotiation, and problem resolution.
• Drive for Results - Self-motivated and able to thrive in a dynamic and sometimes vague environment/structure. Possess a high sense of urgency and is a self-starter.
• Business Savvy - Strong problem-solving skills. Strong negotiation skills. high degree of initiative, creativity, and leadership acumen. Excellent sales, business development, and product skills. Strong understanding of financial statements (Income Statement/P&L, Balance Sheet)
• Problem Solving - Capable of dealing with complex and often ambiguous or vague business situations in a manner that leads to positive results. Exemplary project management and interpersonal skills are required to lead integration partners (IP) in achieving sales and business development objectives. Ability to solve complex business issues and manage multiple priorities.

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