Aftermarket Parts Sales Leader

About Us:

Headquartered in St. Louis, MO, USA, Afinitas is the global market leader for pipe and precast concrete equipment, forming systems and concrete accessories used to build the world’s critical transportation, water and utility infrastructure systems. Afinitas is known for the innovative technologies and services it provides through its trusted HawkeyePedershaab, BFS, New Hampton Metal Fab and other well-known brands, which customers have relied upon for decades. Afinitas is a part of BW Forsyth Partners, LLC, the investment arm of Barry-Wehmiller, a $3 billion organization with nearly 12,000 team members united by a common belief: to use the power of business to build a better world.

 

Barry-Wehmiller is a diversified global supplier of engineering consulting and manufacturing technology for the packaging, corrugating, sheeting and paper-converting industries. By blending people-centric leadership with disciplined operational strategies and purpose-driven growth, Barry-Wehmiller has become a $3 billion organization with nearly 12,000 team members united by a common belief: to use the power of business to build a better world.

 

Job Description:

The Aftermarket Leader is responsible for leading a team of Aftermarket Representatives selling company products, engineered upgrades, and parts packages to new and existing customers. Periodic travel to customer sites to review customer operating requirements and assist in the development of solutions for common customer concerns or opportunities, while partnering with internal sales, engineering, product management, and service teams.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES

• Aftermarket sales is focused on driving growth of spare parts, upgrade & refit solutions, Alliance Part Packages, and other products as determined by the business to support growth of Afinitas aftermarket.
• Leadership and development of the American Aftermarket team. Establishing goals, setting priorities, and coordinating activities for the Aftermarket Representative team members to achieve or exceed business and financial objectives.
• Manage key P&L drivers, ensuring optimal availability, reliability, and budgetary performance; including but not limited to setting sell prices, reviewing and recommending part stocking levels, and Upgrade/refit pricing.
• Analyze business metrics, identify performance gaps, and implement effective countermeasures.
• Support develop and execute strategic plans to maximize business potential, expand penetration in current American markets, and assess opportunities in adjacent market spaces.
• Support monthly forecasts and annual budgets for the US Aftermarket department.
• Provide technical information by answering questions and requests; demonstrate the company’s product capability by preparing and conducting sales presentations and training materials as necessary.
• Negotiate terms and pricing on sales contracts; close orders to meet sales budgets and quotas
• Coordinate sales efforts with other Sales and Service team members as necessary.
• Collaborate with internal departments in all areas related to new and/or aftermarket sales processing; coordinate the transfer to operations upon order acknowledgement 
• Monitor competitive activity and trends in the marketplace; determine value management/positioning of company product in the market and competitive differentiation
• Represent the company at trade shows, voice of the customer visits, and other promotional activities.
• Collaborate with other E&A Aftermarket Leaders to drive efficient and accurate cross-site quoting - Denmark, Germany, US
• Actively manage CSR incentive programs including frequent “new” games to support key areas of the business and new strategies
• Drive exceptional communication across aftermarket teams focusing on customer updates related to accurate commitment dates and timely updates.
• Collaborate and cooperate with internal departments (ops, supply chain, engineering) to set and successfully achieve order lead times to customers, maximizing OTD performance.

QUALIFICATIONS & ABILITIES

• Bachelor’s degree in Business, Engineering or similar.
• 5 plus years Sales or Sales Leadership or experience, preferably within a similar industry.
• The ability to execute strategies focused on organizational growth.
• Previous experience developing training materials for an environment which specializes in capital equipment or machinery.
• Excellent communication skills, to be able to explain technical information clearly.
• Ability to manage time and multiple projects. 
• Ability to think analytically and creatively. 
• Ability to accurately interpret/read manufacturing