SUMMARY:

The primary objectives of the Aftermarket Business Development Director (ABDD) are to increase our market share, order intake, profitability, and develop a high level of customer experience. The ABDD accomplishes this through a technical sales process and supports the Regional Sales Managers to find, develop, and secure potential Aftermarket Business. The ABDD is expected to take an efficient, data driven approach to target the market and installed base.
Reengaging legacy customers is highly important to establish renewed relationships and develop proactive solutions and offers for the Aftermarket, including parts, services, repairs, rebuilds, etc. This is a “hands-on” role with a high percentage of travel and engagement on the factory floor within our customer base. Success is driven by knowledge of the market, customer base, machine tools and technologies within the Fives Machining Systems portfolio and scope of interest.
Responsibilities include developing and managing an Aftermarket Business Development Team. This team is to be a cohesive, well-trained, high performing group of customer-facing, expert applications engineers, technical sales, and local Customer Service Representatives. The Aftermarket Business Development team is integral to the technical sales process and supports our RSM’s, engineering and proposal teams, and our customers. This team must be set up to drive and develop unique and valuable aftermarket solutions, and from time to time troubleshooting and providing paid support for customers.
Key success factors for the ABDD role are building and strengthening internal and external relationships, managing customer relations, and working with their team, and our leadership team, to create and implement strategies designed to acquire new business opportunities that increase revenue and margin. This position will work in collaboration with the commercial and HPM leadership teams to establish budgets and to create forecasts for the respective and collective HPM metal-cutting businesses.

EDUCATION AND/OR EXPERIENCE:

• Bachelor’s degree from four‐year college or university; or 7 ‐10 years related experience and/or training.
• Five to eight years selling aftermarket services and solutions to related industries.
• 7+ years managing aftermarket service locations for an engineered product manufacturer, distributor or aftermarket service provider desired.
• Experience in manufacturing, machining or engineering desired
• Sales and marketing experience in technical field desired

SKILLS REQUIRED:

• Ability to successfully lead multiple major projects.
• Ability to apply value selling techniques to grow and retain customer base.
• Effective team leadership.
• Communication – verbal and written.
• Microsoft office software – including Microsoft Project.
• Working knowledge of SAP.
• Ability to hire, train, and motivate a highly technical and dynamic team.

SCOPE AND RESPONSIBILITIES:

Essential duties include, but are not limited to the following:

• Develops and manages Technical Sales, Customer Service Reps, Training, and Applications groups
• Interacts with field sales group and channel partners to help increase our project related win rates, promote FMSI aftermarket services, provide technical training and drive bookings for Fives Global Services.
• Coordinates with Engineering to develop, recommend and implement new products and product positioning strategies to produce the highest possible long‐term market share and revenue growth.
• Regularly monitors product costs and participates in strategical pricing to generate positive EBITDA
• Strategically makes pricing recommendations for projects considering market conditions and competitors along with input from management and field sales
• Understands competitor products, services, sales and marketing trends and coordinates with the General Manager to initiate responses to ensure Fives products and services remain market competitive.
• Establishes and maintains a consistent corporate image throughout all proposals, product lines, promotional materials and events.
• Ensures accurate technical content of proposals and promotional materials
• Coordinates with Marketing to conduct effective lead generation and product / brand promotion campaigns.
• Sets performance goals for departments and monitors progress to goal attainment
• Directs staffing, training, and performance evaluations to develop and manage respective teams.
• Analyzes customer RFQs to produce effective and timely proposals that meet or exceed customer technical requirements and value expectations.
• Develops a high performing technical sales team that meets with key clients and assists sales representatives with maintaining relationships, negotiating and closing deals.
• Meets with key clients personally, technically assisting sales representatives with maintaining relationships and negotiating and closing deals.
• Communicates status of new sales and project activities to internal production departments to assist efficient production planning
• Supports resolution on open customer or project issues through final acceptance
• Prepares periodic reports showing quoting activity, potential sales status, and project management status (cost, scope, and schedule compared to booked targets and customer satisfaction) and other reports as necessary to help the business make informed decisions based on sales and quoting activity.
• Implements and maintains software tools to ensure necessary and market leading responses to customers.

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is Frequently (40‐70%). required to use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. While performing the duties of this Job, the employee is Frequently (40‐70%) required to sit, talk or hear. The employee is Occasionally (15‐40%) required to stand and walk. The employee is Rarely (0‐15%) required to reach with hands and arms. The employee is Rarely (0‐15%) required to climb or balance; stoop, kneel, crouch, or crawl and taste or smell. The employee must Rarely (0‐15%) lift and/or move up to 10 pounds. Specific vision abilities required by this job include Close vision

Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this Job, the employee is Occasionally (15‐40%) exposed to moving mechanical parts. The employee is Rarely (0‐15%) exposed to high, precarious places; airborne particles; risk of electrical shock and vibration. The noise level in the work environment is usually Moderate