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VP of Sales Aftermarket Parts

3 months ago

LaGrange, United States Pivotal Solutions Full time

Responsibilities:


The VP of Sales - Aftermarket NA is responsible for:


  • Over $100M annual revenue that involves the planning, developing and implementing strategy for all our aftermarket product portfolio within service solutions covering spare parts, upgrades/EMP’s, field service, training, application, etc.
  • Planning and setting the business plan for NA AM and deliver accordingly.
  • Administering, managing and controlling NA AM operations efficiently, focusing on continuous improvement of organizational service & parts offerings
  • Providing the vision, direction, guidance and motivation to the NA AM team and ensuring the needed competence level
  • Defining & owning the consolidated budget for AM with input from our NA Sales and agent partners, ensuring local anchoring & commitment
  • Ensuring continuous increase of market share across all our brands in NA market with continued focus on profitability
  • Building an optimal regional organization and ensuring resource utilization and efficiency across all our offerings in the region

Develop a regional AM strategy building on our digital offerings, working closely on best practice sharing with AM counterparts from tech centers as well as other our regions.

  • Build and maintain customer relationships with the focus on sales revenue growth and customer satisfaction.
  • Develop, lead and deploy proactive sales campaigns across the service-and aftermarket offering, including upgrades/EMP opportunities.
  • Understand, track and act upon changes in customer requirements and in area competitors’ landscape.



KPI’s:

NA Regional EBITDA

AM Sales by Product, Industry & Revenue type

Revenue from new AM products

Customer Satisfaction Index

Growth in “share of wallet” in aftermarket parts

Growth in “share of wallet” in service and customer enrollment in the TOP’s program



Place in Organization:

NA Management Team


Reporting lines & substitute:

  • Reporting to Regional President
  • Direct reports from all NA AM functions in parts and service



Authorization:

  • In accordance with the current schedule of authority



Specific tasks:

  • Develop annual Business Plan in accordance with the strategic targets for NA.
  • Lead, innovate and optimize the AM go-to-market process.
  • Attract, build, coach and mentor NA AM team.
  • Drive continued development of regional AM offerings in close cooperation with global tech centers.
  • Develop performance measures for roles within the AM organizational domain.
  • Facilitate a best-in-class, customer-centric AM organization, focused regional AM vision, strategy and roadmap that aligns with overall company goals.
  • Enable efficient operations and execution of AM strategy via strong processes and communication.
  • Driving solution development & realization for new business streams



Personal Characteristics:

  • Should have relationship management and interpersonal skills with operational and leadership authority.
  • Extrovert with strong communication skills.
  • Strong influencing and negotiating skills.
  • Self-motivated with the ability to work independently and in a team environment and have the ability to follow through on assignments.
  • Creativity and ability to challenge and effectively change current practices and ways of operational thinking


Professional experience & background:

Minimum Education

  • Bachelor’s degree in a business or technical field from an accredited 4 year college or university – Required
  • Master Business Administration (MBA)- Strongly Preferred

Minimum Work Experience

  • 15 to 20 years of experience in commercial sales of industrial capital equipment

Minimum Skills/Requirements

  • Must be able to be self directed.
  • Proven senior leadership experience, with strong strategic team development skills.
  • Must have strong analytical skills, coupled with the ability to quickly spot and interpret data trends.
  • Must be proficient with and functional with laptop computers and business software such as MS Word, MS Excel, email and the Internet.
  • Must be capable of achieving a working understanding of engineering drawings, bills of materials and other technical documentation.
  • Must understand basic financial concepts as they would relate to pricing, discounts, profitability, cost, etc.
  • Ability to collaborate with internal and external customers in a timely, courteous, and professional manner.
  • Ability to articulate a strategy and influence an outcome to achieve an objective.
  • Exceptional communication (verbal & written), organization, multi-tasking, and time management skills. Fluency in written and spoken English.
  • Polished presentation skills for large or small groups.

Work Conditions

  • Must be able to travel extensively by car and plane. International travel is sometimes required.
  • Must be able to sit, stand, walk and climb stairs.
  • Must be able to detect and comprehend small type and discern numbers. Must have the ability to see with corrective lenses to 20/20
  • Must be able to hear, speak clearly in order to communicate and exchange information verbally and in writing.
  • Must be able to operate and use a computer and its office related applications and other office equipment.
  • Work is generally performed within a standard office or home office environment where there are no hazardous or unpleasant conditions caused by noise, dust, etc. However, visits to customer sites require the ability to have exposure to and function effectively in dirty, noisy and hazardous factory and heavy manufacturing work environments.


Other:

  • Full time position on site in LaGrange, GA
  • Travel 30-40%