Senior/ Commercial Account Executive

2 weeks ago

London, Greater London, United Kingdom ITP (International Talent Partnership) Full time
Major Account Aftermarket Manager
Our client is a truly world class manufacturer of Construction and Agriculture equipment with operations across the globe.

This high profile job is for a dynamic individual to work with, motivate and develop our clients dealer network with the sale of Aftermarket products to the top 25 Major Account customers both in the UK & Internationally and will require regular travel.

The successful candidate will be experienced in sales and dealer management, able to deliver improving results, have an understanding of major customer requirements and how this translates into dealer sales, whilst working in a dynamic environment.

This position is responsible for delivering the parts sales/revenue & profitability for a specific number of Major Accounts through our clients dealer network both in the UK and Internationally.


Your Responsibilities as the

Major Accounts Aftermarket Sales Manager:

Manage an agreed number of the top 25 Major Account based in the UK and internationally, to achieve the annual sales & profit target for these identified accounts.

This should include structured sales visits to dealers and with dealers to these Major Accounts to deliver the annual sales plan/target objectives.

Obtain, coordinate and develop the top 25 Major Accounts data / information collection for the Business Intelligence Manager to produce quarterly machine park figures, potential parts opportunities using the Parts Opportunity Revenue Calculator and UIO analysis.

Update the Major Accounts parts sales data from the dealers by account on a monthly basis
Identify Major Account sales opportunities by individual account and develop these into conquest Parts, Service or Extended Warranty sales by developing a strategic plan of each account and carrying out this in a specified agreed time frame

To structure, create and present Major Account proposals to senior management both within Service and the Major Account using a structured approach identifying the accounts needs and selling the benefits of our clients products and services.

Ensure that our customers' interests are represented and communicated within our client by visiting dealers / Major Account customers.

To assess their satisfaction and performance on all aspects of our clients Service's business.

A firm understanding and experience of operating within the aftermarket, this can include automotive, commercial vehicle, agricultural or construction experience.

Communicate effectively and persuasively from the shop floor to the boardroom.
Analytical skills to identify opportunities across different data sets.
Collaborative team player, equally comfortable working alone.
Confident in the use of MS office and willingness to learn bespoke web based IT systems.

Understand the business to business dealer/customer relationship.
Commercial awareness of how to identify and exploit profitable business opportunities.
Able to read and interpret management accounts – understanding market forces.

Emotional intelligence to navigate the political landscape and understand others.
Apply ethical commercial judgement in all communication.
Flexible mind-set to adapt to changing priorities.
Strength of character and conviction as a brand ambassador.

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