Manage sales activities of the Aftermarket organization by performing the following duties personally or through subordinate supervisors to include, strengthening the relationship between JBT Freezing & Cooking and its customers by forging ties with key customer contacts, understanding customer needs, and proposing solutions utilizing our aftermarket organization and resources.
Essential Duties and Percent of Time Spent:
Analytic problem solver that coordinates and leads the Aftermarket sales team to obtain revenue and margin goals for the North American Aftermarket business.
Develop, communicate and execute annual sales strategies detailing go to market, market coverage and new market penetration activities as well as forward looking sales plans (2 & 3 yrs)
Directs staffing, maintains visual tools (scoreboards, hit rates and other KPI’s by sales person) to evaluate performance, coach sales success, and drive accountability of the outside sales and customer support representative (CSR) teams.
Monitors sales territories for volume potential and assigns sales territories to Account Managers
Achieves sales targets by establishing sales territories, inbound quotas, and goals. Works with Aftermarket quoting group to monitor and manage sales funnel and communicate performance of each seller
Works with AM Analyst to maintain parts and project pricing programs and discount rates to achieve corporate pricing targets for the business, develops parts sales incentives for customers in order to increase overall market penetration rates for OEM parts.
Monitors, tracks and approves commission payment program (including SPIFS to drive targeted sales programs) for outside sales team
Analyzes and controls expenditures of subordinate departments to conform to budgetary spending requirements.
Knowledge and Skills: Bachelor’s degree from four-year College or university, BS degree in Engineering preferred
Knowledgeable in technology. This position requires travel to customer sites in North America and may include International travel.
Strong analytical, interpersonal, and communication skills (verbal, written and listening). A strong knowledge of Excel, Word and PowerPoint is crucial. Good judgment. Demonstrated work ethic. Team player. High sense of urgency and standards of excellence. Demonstrated proficiency of lean process and problem solving methods.
Experience: 5+ years of direct industry experience in sales management of capital equipment, preferably involving customer service, marketing, and a department management role. Food industry field experience and direct customer contact is desired. Experience in developing sales strategies around go to market, coverage and penetration of products.