Aftermarket Sales Manager

The Aftermarket Sales Manager is a highly collaborative, empowered individual contributor role responsible for generating profitable sales bookings for current and potential customers owning PDC Machines and competitor equipment assets. The role will involve a high degree of global travel to customer sites to proactively engage and build customer relationships, verify and assess assets, understand customer needs, and then prepare and offer tailored proposals that emphasize the total cost of ownership (TCO) value proposition. Offerings will range from traditional quotes for spare parts, field services, repairs, and refurbishments, to performance assessments, long-term parts and service agreements, upgrades, replacements, remote monitoring, digital services, and other unique offerings. The candidate will also develop and manage strategic aftermarket relationships with key channel partners who in some regions provide services direct to the customer base.The role reports to the Director of Global Sales and will collaborate across all teams within PDC Machines including new equipment sales, business development, product, engineering, manufacturing, finance, marketing, and in particular the aftermarket parts and field services teams, to satisfy customers and achieve desired business results. The candidate should have strong technical and commercial aftermarket experience with both a strategic growth-oriented mindset and proven ability to execute and deliver results.ResponsibilitiesProactively engage customers.  Expecting 50% travel to customer sites.  Manage aftermarket customer accounts and relationships, building a strong understanding of their organization, status of assets, needs, buying processes, and historical buying trends and develop appropriate account level targets and plans.Maintain asset and customer information globally.  Help develop and optimize single-source CRM and asset database systems.Collaborate with the new equipment sales team to ensure that all new assets and new customers are appropriately transitioned to aftermarket at the appropriate time.  As aftermarket and new equipment sales often overlap on customer accounts, ensure awareness of opportunities and activities.Assess customer needs and develop tailored proposals for recommended spare parts, field services, and other relevant aftermarket solutions.  This will include doing the appropriate technical and commercial research on sales and service history of assets, bills-of-material, cost, and pricing when possible, with engineering and technical back-office support as needed.  Apply value selling methodologies incorporating strong understanding of customer total cost of ownership to convince customers of the value proposition.Ensure orders are flawlessly handed off to the execution teams.  Maintain visibility of status of orders for your customers until successfully completed. Seek customer and market feedback and bring back to PDC Machines to help drive continuous improvement and development of competitive aftermarket offerings.Help maintain and report on sales pipeline, segmented win-rates, pricing, and other relevant aftermarket metrics and develop appropriate sales plans to drive aftermarket bookings growth.Develop and manage long-term agreements with key customers and channel partners.  Ensure agreements are updated and renewed as appropriate.