Major Account Aftermarket Manager
2 weeks ago
Major Account Aftermarket Manager
Our client is a truly world class manufacturer of Construction and Agriculture equipment with operations across the globe. Due to sustained growth, they are looking to add a highly skilled and motivated individual to their team. This role is an international role and will be based in the Midlands.
Overview of the role:
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.
- Look at “new product” opportunities and feedback information to the Product Department that will lead to future potential opportunity.
About you:
A HNC / HND / degree in business or engineering is highly desirable although appropriate skills and experience are of equal importance.
A firm understanding and experience of operating within the aftermarket, this can include automotive, commercial vehicle, agricultural or construction experience.
You are capable of modelling the way, inspiring a vision and enabling others to act.
The ideal candidate for this role will possess the following;
Skills
- Communicate effectively and persuasively from the shop floor to the boardroom.
- Organise and manage time and resources to get the most out of each day.
- Ability to appropriately and professionally challenge others.
- Able to engage with customers and discuss aftermarket opportunities.
- To navigate others through change and conflict.
- Ability to sell concepts, programmes and ideas.
- Analytical skills to identify opportunities across different data sets.
- Collaborative team player, equally comfortable working alone.
- Entrepreneurial spirit to identify and take advantage of opportunities.
- Confident in the use of MS office and willingness to learn bespoke web based IT systems.
Knowledge
- Appreciation of how a manufacturer/dealer business works.
- Understand how to engage with a variety of personality types.
- 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.
Behaviours
- 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.
- Courage to offer alternative ways to do business.
- Willing to experiment and learn.
- Resilience to keep going even when challenged by others.
- Strength of character and conviction as a brand ambassador.
- A contagious enthusiasm for everything you do.
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