Aftermarket Sales Manager

Fairbanks Morse Defense, 701 White Ave, Beloit, Wisconsin, United States of America

The Aftermarket Sales Manager is responsible for managing (coaching, training, developing, task prioritization) the Aftermarket Sales Team and has accountability for the team’s overall performance and results. Executes and is accountable for departmental goals, strategies, metrics, continuous improvement opportunities and efforts, as well as our customer relationships and experiences. Proactively manages the customer experience to drive growth, achieve sales and margin targets while supporting organizational sales objectives.

• Promote the Fairbanks Morse Defense culture by exemplifying and coaching our core values:
  Integrity, Teamwork, and Velocity
• Provide coaching, development, and supervision of direct reports including overseeing daily activities and managing / driving performance to ensure performance is maximized.
• Interface with cross-functional team to address customer requests while creating and maintaining positive working relationships with internal & external customers
• Responsible for executing and reporting on monthly forecasts
• Provide technical guidance to the Aftermarket Sales team, and/or customers
• Optimize department metrics and standardization of reporting
• Monitor and report on team metrics i.e., customer satisfaction, response times (internal and external), workload, quotes conversion rates, orders, on-time delivery, quality and other metrics that drive greater efficiency and sales
• Manage daily customer requests for timely completion.
• Monitor minimum margin standards by project and take action on deviations
• Develop winning sales strategy through collaboration with Service, Operations, and Pricing, and be capable of justifying decision making to leadership
• Accept orders, maintain customer records, and complete required documentation. Identify and qualify prospective customers. Review contracts including terms & conditions and special requirements (LOC, Packaging, Certifications
• Communicate and maintain team expectations for customer responsiveness
• Manage the Customer Relationship Management (CRM) process and tools used by Aftermarket Sales team to document activities in CRM
• Support continuous improvement; implement initiatives to improve process efficiencies

• Bachelor’s degree in business or technical field or equivalent experience preferred
• Minimum of five years of estimation / quoting, customer service or management experience
• Minimum of two years of leadership or direct supervisory experience
• Excellent communication (oral and written), interpersonal, and presentation skills.
• Excellent decision-making skills and ability to review, analyze, and interpret data / metrics to ensure team performance / metrics and organizational targets are being met
• Must have an entrepreneurial aptitude, be professional, customer focused, enthusiastic, and driven for results
• Proficiency in MS Office (Word, PPT, and Outlook) and excellent Excel skills
• Experience working with an ERP system required (ORACLE preferred)
• Financial acumen with the ability to demonstrate sound judgment with financial decisions
• Ability to read and interpret government Request for Quotes (RFQ)/Solicitations
• Experience interpreting contracts
• Proven track record developing and maintaining customer relationships
• Excellent ability to collaborate and effectively partner with all organizational levels and external customers
• Ability to manage multiple assignments simultaneously while working independently
• Travel