Position Summary
The Director of Aftermarket will spearhead the development and execution of a sales and marketing strategy aimed at boosting sales and profitability of aftermarket services and products related to the global installed asset base. This role includes expanding market reach and uncovering new opportunities for Company aftermarket offerings. The Director will offer strategic leadership in crafting the Company's short- and long-term aftermarket sales plans, forecasts, and budgets, and will actively participate in overall business planning.
Sales and Business Development Strategy:
Develop and execute a strong selling strategy for aftermarket parts and field services activities with the goal of identifying additional means to introduce Company products to potential customers.Prepare sales and market forecasts and budgets; including quarterly rolling sales forecasts. This will require engaging various resources within the TerraSource organization to gather data.Recommend short and long-term sales goals; and be responsible for preparation of the annual sales plan.Provide market feedback relative to the development of the company's target geographic market technology vision, strategies, and plans aligned with business financial objectives.Leadership:
Direct sales planning activities to include an analysis of competitive products and selling techniques, market research, marketing legislation, and sales budgets and quotas. Responsible for the collection of competitor pricing and product features and benefits in an effort to contrast the same with Company products and services.Implement and achieve rapid and sustainable growth in target geographic market. This will require the development of sales and marketing strategies that ensure both immediate and long-term results. While short-term initiatives are important, they must not compromise our long-term goals.Work with internal and external resources to elevate all client relations to the strategic partnership level (vs. simply a tactical, reactive relationship). Develop and maintain favorable relationships with all customers and ensure that high level, personalized customer service is provided at all times.Manage global Field Service activities, Customer Service support, and Repair Services to ensure efficient, effective and profitable service delivery.Collaboration:
Collaborating with other stakeholders, and departments, and the applicable Market Vertical Directors to align target geographic market sales and business development initiatives with the overall company strategy.Creates and organizes communication and planning tools that integrate with Company reporting practices.Collaborates as required to identify and develop technologies that exceed market expectations.Brand Evangelist / Marketing:
Represents the Company in target geographic market conferences and events, fostering relationships with market communities and staying updated on industry trends.Works directly with the Marketing Engine of the Company to create a clear communication framework for branding the Company as an innovator and differentiator for aftermarket OEM products.Integrates with the other Company departments to provide resources and tools to enhance the Company's message with the objective of establishing technological pre-eminence, market credibility and leadership in the target vertical.Work closely with the Director of Marketing to identify, select, and manage trade shows within the limits of the company's annual budget for the assigned geographic market.Education
- Bachelor's Degree preferred.
Skills/Experience
- Experience: 10+ years of related experience.
- Language Skills: Ability to read, analyze and interpret general business periodicals, professional journals, engineering design outputs, technical drawings, engineering submittals, tenders, customer bid specifications, technical procedures or governmental regulations. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from groups of managers, sales managers, inside sales professionals, clients, customers, and the general public.
- Mathematical Skills: Strong mathematical skills with the ability to engage concepts such as return on investment and margins.
- Reasoning Ability: Use of judgment to plan, perform and make decisions as to the sequence of set-ups, operations and processes within the limitations of recognized or standard methods and procedures as they relate to market and sales development efforts.
- Excellent PC and keyboarding skills.
- Proficient in Microsoft Excel, Word, PowerPoint and Teams.
- Frequent overnight travel required.
- Must possess a valid driver's license in state or country of residence and be insurable under company's motor vehicle insurance policy.
- Ability to support customers and Company operations with a flexible work schedule.
- Applicable process knowledge and sales experience to include calling upon procurement agents, distributors, end-users, and service providers of Company-related products.
- Ability to develop spheres of influence and strategic partnerships with procurement agents, distributors, end-users, and service providers associated with Company-related products.
- Excellent understanding of SalesForce.com systems and the ability to interpret, manage and report on collected data.
- Excellent written and verbal communication and presentation skills.
- Experience in dealing with senior level management of customers; with ability to relate to all levels of the customer's organization from mechanic to executive.
- The ability to participate effectively in sales and business planning, and to arrive at sound decisions designed to produce effective results.
- Experience in using financial controls, sales/territory development and management, and product applications systems with the ability to relate and use these functions effectively to achieve sales and/or marketing objectives.
- The ability to analyze and define current and future sales and marketing problems inherent in the industry and suggest effective changes.
Travel
Employee must be able to travel up to 50% of the time.
Physical Demands
To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 20-lbs. Specific vision abilities may include the employee's ability to see near and far distances.
DISCLAIMER
The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of any employee assigned to this job. Nothing in this job description restricts management's right to assign duties and responsibilities to this job at any time.
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