Aftermarket Sales Representative

Job Summary:

An Aftermarket Sales Representative manages the "Installed Base" (the equipment already sold and in operation) to drive recurring revenue from parts, services, and upgrades.

Essential Duties & Responsibilities: Major responsibilities of the position are listed below.  To perform the job successfully, an individual must be trained to execute each essential duty satisfactorily.  Other duties, assignments and specific projects may be assigned at the discretion of management.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Aftermarket Revenue %: The percentage of total company revenue coming from parts and services.
• Account Management: Prepare professional quotations, negotiate pricing, and manage sales pipelines using CRM systems.
• Spare Order Processing:  Receive and process internal orders for spare parts, ensuring all order details are accurate and complete; verify order quantities, part numbers, and specifications to ensure the correct spares are ordered; create and maintain internal order records in the ERP system; generate order confirmations and coordinate with the relevant teams to ensure prompt processing and collaborate with procurement and logistics teams to ensure timely availability and readiness of spare parts.
• Customer Retention: Growth in the number of repeat orders and service contracts.
• Revenue Achievement: Meeting or exceeding monthly/annual sales quotas.
• Quotation Conversion: The rate at which customer inquiries are turned into finalized sales.
• Adaptability: Ability to adapt to changing requirements

Education & Experience:

• Diploma or Bachelor’s degree in engineering or business-related field.
• 5 to 10 years of experience in service contracts, maintenance programs, and system upgrades (retrofitting) to meet revenue targets

Competencies, Skills & Abilities:

To perform the job successfully, an individual must be able to execute each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and ability required.

KNOWLEDGE

• Value Selling: Proficiency in articulating "Total Cost of Ownership" (TCO) and ROI for upgrades versus new equipment purchases.
• Market Intelligence: Stay updated on industry trends and competitor activities to recommend product improvements and stay competitive in the "Installed Base" market.
• Tools: Proficiency in CRM software (like Salesforce),ERP systems, and Microsoft Office is standard.

SKILLS·      

• Problem Solving – The ability to quickly identify the nature of a problem and the necessary steps that should be taken to resolve it without compromising the quality of their service
• Project Management - the core abilities that are necessary to successfully bring a project from start to finish efficiently including communication, scheduling and time management.
• Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Leadership -Effectively coaching, guiding, and motivating your co-workers, you can help move a project forward and deliver a positive outcome.
• Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
• Reading Comprehension — Understanding written sentences and paragraphs in work related documents.
• Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.
• Monitoring — Monitoring / assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
• Technical or Engineering background– Process, - Mechanical, - Electrical, - Chemical, - Automation Engineering background.

ABILITIES

• Positivity – The ability to take on anything in a positive and upbeat manner.

• Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.
• Inductive Reasoning — The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
• Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences.
• Oral Expression — The ability to communicate information and ideas in speaking so others will understand.
• Problem Sensitivity — The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.

Travel Requirements (Requirement): up to 10% travel may be required. Ability to travel cross borders as and when needed.