Job Description
The primary objectives of the Aftermarket Business Development Director (ABDD) are to increase our market share, order intake, profitability, and develop a high level of customer experience. The ABDD accomplishes this through a technical sales process and supports the Regional Sales Managers to find, develop, and secure potential Aftermarket Business. The ABDD is expected to take an efficient, data driven approach to target the market and installed base.
Scope and Responsibilities:
Essential duties include, but are not limited to the following:
- Develops and manages Technical Sales, Customer Service Reps, Training, and Applications groups
- Interacts with field sales group and channel partners to help increase our project related win rates, promote FMSI aftermarket services, provide technical training and drive bookings for Fives Global Services.
- Coordinates with Engineering to develop, recommend and implement new products and product positioning strategies to produce the highest possible long‐term market share and revenue growth.
- Regularly monitors product costs and participates in strategical pricing to generate positive EBITDA
- Strategically makes pricing recommendations for projects considering market conditions and competitors along with input from management and field sales
- Understands competitor products, services, sales and marketing trends and coordinates with the General Manager to initiate responses to ensure Fives products and services remain market competitive.
- Establishes and maintains a consistent corporate image throughout all proposals, product lines, promotional materials and events.
- Ensures accurate technical content of proposals and promotional materials
- Coordinates with Marketing to conduct effective lead generation and product / brand promotion campaigns.
- Sets performance goals for departments and monitors progress to goal attainment
- Directs staffing, training, and performance evaluations to develop and manage respective teams.
- Analyzes customer RFQs to produce effective and timely proposals that meet or exceed customer technical requirements and value expectations.
- Develops a high performing technical sales team that meets with key clients and assists sales representatives with maintaining relationships, negotiating and closing deals.
- Meets with key clients personally, technically assisting sales representatives with maintaining relationships and negotiating and closing deals.
- Communicates status of new sales and project activities to internal production departments to assist efficient production planning
- Supports resolution on open customer or project issues through final acceptance
- Prepares periodic reports showing quoting activity, potential sales status, and project management status (cost, scope, and schedule compared to booked targets and customer satisfaction) and other reports as necessary to help the business make informed decisions based on sales and quoting activity.
- Implements and maintains software tools to ensure necessary and market leading responses to customers.
Education and/or Experience:
- Bachelor's degree from four‐year college or university; or 7 ‐ 10 years related experience and/or training.
- Five to eight years selling aftermarket services and solutions to related industries.
- 7+ years managing aftermarket service locations for an engineered product manufacturer, distributor or aftermarket service provider desired.
- Experience in manufacturing, machining or engineering desired
- Sales and marketing experience in technical field desired
Skills Required:
- Ability to successfully lead multiple major projects.
- Ability to apply value selling techniques to grow and retain customer base.
- Effective team leadership.
- Communication – verbal and written.
- Microsoft office software – including Microsoft Project.
- Working knowledge of SAP.
- Ability to hire, train, and motivate a highly technical and dynamic team.
Geographic / Travel:
- An ability to travel extensively and occasionally with short notice to support our customers.
- Preferred candidate lives near a major airport to allow ease of access to customer locations.
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