Job Description

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.

Responsibilities

• Proactively engage customers.  Expecting ~50-75% 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.

Qualifications

• BS Engineering (Mechanical, Chemical, other) or equivalent.
• 10+ years of technical, commercial, and aftermarket sales experience preferred, ideally in industrial machinery.
• Ability to travel 50-75% to meet customers and PDC functions.
• Highly organized, detail-oriented, independent, self-starter.  Capable of managing multiple opportunities in various stages and ranges of complexity.
• Outstanding written, verbal, and presentation skills.  Ability to present solutions to customers and communicate market insights to the rest of the organization.
• Proficiency in English a requirement.  Other language skills a definite plus as candidate will engage customers globally.
• Proficiency in Salesforce CRM or similar.
• Work process and data-centric mindset.
• Flexibility of working hours. There are some territories that won’t align with local time zone that will require meetings outside of typical business hours. 

See more jobs at PDC Machines

Apply for this job

Job Description

The Regional Sales Manager - EMEA is responsible for generating profitable sales bookings in Europe, Middle East, and Africa by developing and executing regional sales and marketing strategies, managing customer and channel partner relationships, shepherding commercial opportunities from concept through project completion, and developing new business in the various market segments PDC serves.   

The role reports to the Director of Global Sales and will collaborate across all functions within PDC including business development, product, engineering, manufacturing, finance, marketing, and aftermarket to satisfy customers and achieve desired business results.  While primarily focused on new equipment sales, the position helps support and drive growth of aftermarket parts and services as well.

The candidate should have strong technical and commercial experience, a strategic growth-oriented mindset, with a relentless, creative attitude and proven ability to overcome obstacles.  The candidate should be adept at navigating diverse business cultures and influencing the spectrum of private and governmental stakeholders involved in industrial and hydrogen markets in the region.

Responsibilities

• Manage customer accounts, develop and sustain strong customer relationships, build a strong understanding of the customer organization structure, buying processes, needs, products, and markets and position PDC in a way that builds strong brand loyalty and buying preference.  Drive toward long-term customer agreements with key accounts.
• Qualify inquiries / quotations from leads and customers by listening to requirements and asking insightful questions to better understand customer needs and motivations.  Assemble comparisons of various solutions to show customers advantages and disadvantages.  Make compelling recommendations.  Develop and submit competitive technical and commercial proposals.
• Answer customer questions about specifications, approach to operation, quoting of non-standard features, O&M service projections (as some examples).  If the answers are not readily available, independently work with engineering, production, and service organizations to find prompt and satisfactory answers.  Act as the voice of the customer to the organization and as the face of the organization to the customer.
• Compile monthly, quarterly, and yearly bookings forecasts in region.  Manage pipeline of all active commercial opportunities including those of channel partners, supplemented by knowledge of the markets and future opportunities not yet in active bid stage.
• Develop and manage productive channel partners in the EMEA region.  Partners can include agents, resellers, packagers, integrators, for example.  Ensure partner agreements are updated and renewed as appropriate.
• Compile market intelligence with data to feed insights to marketing, product development, and engineering about where customers are driving solutions. This can be as simple as seeing emerging trends in inquiries or as complex as showing data about funded projects to drive product development decisions about product capacity, features, uptime, redundancy, scalability, and flexibility.
• Support aftermarket parts and services business by ensuring that customer asset base is clearly identified, appropriate parts and services offerings are included with new equipment offerings, and the aftermarket team is introduced and engaged with the customer as part of the project transition.

Qualifications

• BS Engineering (Mechanical, Chemical, other) or equivalent.
• 10+ years of technical, commercial, and sales experience preferred, ideally in industrial machinery and hydrogen mobility spaces.
• Highly organized, detail-oriented, independent, self-starter.  Capable of managing multiple opportunities in various stages and ranges of complexity with sales cycles typically from 6-24 months with multiple touch points along that timescale.  Information needs to be arranged so it can be easily accessed for proposals, transferred to execution, and summarized to other parts of the organization.
• Outstanding written, verbal, and presentation skills.  Ability to present solutions to customers and communicate market insights to the rest of the organization.
• Proficiency in Salesforce or similar CRM, MS Office
• Ability to travel 50-75% to meet customers and PDC functions.
• Flexibility of working hours. There are some territories that won’t align with local time zone that will require meetings outside of typical business hours
• Must be fluent in English
• Ability to live and work in Germany preferred, however, all qualified candidates will be considered. Relocation assistance is not available for this position. 

See more jobs at PDC Machines

Apply for this job