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Regional Parts Sales Manager

4 months ago

Milwaukee, United States Komatsu Full time

Komatsu is an indispensable partner to the construction, mining, forestry, forklift, and industrial machinery markets, maximizing value for customers through innovative solutions. With a diverse line of products supported by our advanced IoT technologies, regional distribution channels, and a global service network, we tap into the power of data and technology to enhance safety and productivity while optimizing performance. Komatsu supports a myriad of markets, including housing, infrastructure, water, pipeline, minerals, automobile, aerospace, electronics and medical, through its many brands and subsidiaries, including TimberPro, Joy, P&H, Montabert, Modular Mining Systems, Hensley Industries, NTC, and Gigaphoton.

Job Overview

This position is hybrid or remote. Up to 80% travel to South America required.

The Regional Parts Sales Manager- South America develops and implements strategies for parts sales and support for all customers, including existing fleets, new fleets, and new-product launch.

Act as primary points of contact between the region/distributors and the factories/parts distribution centers (PDCs) for parts sales, delivery issues, and general customer support. Manages the day-to-day relationships with customers and provides a One-Komatsu world class service to our customers.

Key Job Responsibilities
  • Travels throughout regions/territories to visit distributor/affiliates and customers to review aftermarket parts business opportunities.   Builds and maintain customer relationships ensuring a complete understanding of the market situation in the assigned region. 
  • Performs market research, competitive analysis and planning in the assigned region/territory.  
  • Develops regional/ territory parts sales business plans, forecasts & objectives and executes to achieve results.  This includes cross-functional activity with OE Sales team to incorporate parts support strategies to win equipment deals.
  • Collaborates with distributor and regional leadership teams to understand customer needs, market potential, and market risks, while striving to achieve parts sales goals and increased customer satisfaction.  
  • Creates and executes regional and distributor part sales/support go-to-market strategies that align with Komatsu business plans and global product support strategies.  
  • Reports on weekly, monthly, quarterly, and yearly parts sales results and appropriately adjusts parts sales forecasts monthly.  Defines root causes of sales target misses and provides explanation and propose countermeasures to management as required.
  • Ensures aftermarket opportunity management and data integrity in Salesforce following aftermarket processes and policies.  
  • Coordinates Hansei meetings with regions/distributors/cross-functional internal teams and participates in Gemba visits as required to customer sites and Komatsu factories/PDCs. 
  • Collaborates with Service Marketing on new product promotions and parts introductions.  Responsible for rolling out aftermarket NPD solutions to distributors & customers 
  • Manages regional/distributor inventory and QA consignment processes and contracts. Responsible for Global coordination of consignments in region including conducting audits as per the consignment contracts twice annually in compliance with auditor requirements. 
  • Interacts daily with customer support managers and all other Komatsu aftermarket teams , including parts marketing, demand planning, product support, and service excellence.
  • Interacts daily with internal Komatsu North America and Global Mining departments at all levels of the organization including supply chain, operations, warehousing, logistics, quality, inventory planning, materials management, parts books, engineering, sales & business development.
  • Maintain relationships across several Komatsu factories (Peoria, Milwaukee, Longview, etc.) and parts distribution centers (Milwaukee, Peoria, Ripley, etc.) to drive parts sales initiatives.
  • Percentage of Travel:  Up to 80%. Most common destinations include distributor facilities, Komatsu regional locations, customer mine sites, Komatsu manufacturing facilities, & Komatsu distribution centers.
     
Qualifications/Requirements
  • Bachelor's degree (business, operations, communications, or engineering) or related experience. 
  • At least 10+ years of related sales, service, marketing, technical or management experience.
  • Experience with surface mining equipment, the Komatsu organization, distribution strategies, and customer service preferred. 
  • Advanced knowledge of parts for surface mining equipment a plus
  • Willingness to travel to respective regions and feel comfortable interacting with regions and customers of different cultures.
  • Demonstrated business acumen, patience to teach, and strong verbal and written communication skills.
  • Proven successful project management skills
  • Strong skills in Word, Excel, PowerPoint, Teams, SAP, and Salesforce.
  • Ability to quickly learn other Komatsu technology systems.
Additional Information

Komatsu is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.