Specialty Sales Leader, Heavy Equipment

Specialty Sales Business Leader - Heavy Equipment / Aftermarket

Georgia | Metro Atlanta Preferred

Brain Works is partnering with a leading, rapidly growing heavy-duty equipment distributor to identify a Specialty Sales Business Leader responsible for owning the strategy, execution, and growth of an important statewide aftermarket product category. This is a unique opportunity for someone who understands heavy equipment, aftermarket sales, product support, dealer/distributor environments, or technical product sales and is ready to step into broader business ownership.

Reporting to a Vice President, this leader will work across a multi-branch sales organization throughout Georgia to identify untapped opportunities, increase market penetration, expand relationships with existing customers, and win competitive business. Rather than managing a traditional sales territory, this individual will serve as the business owner and subject matter expert for the category, partnering with regional sales leaders and field representatives to develop opportunities and accelerate profitable growth.

You will own both the strategy and field execution for a recurring aftermarket product category supporting construction and heavy-equipment customers across Georgia. A major part of the opportunity is identifying where the company already has strong equipment and customer relationships but has not yet captured the full aftermarket opportunity.

• Build and execute the statewide growth strategy for the product category, using customer, equipment and market data to identify whitespace and prioritize opportunities.
• Partner with an established field sales organization to increase customer penetration, competitive displacement, retention and share of wallet.
• Serve as a product and commercial resource to sales teams, providing training, coaching and joint customer support while influencing without direct authority.
• Work directly with customers to understand equipment usage, maintenance practices, uptime requirements and total cost of ownership.
• Develop strategies to convert competitive accounts and expand business with existing customers.
• Partner across sales, parts, service and equipment teams to create a coordinated aftermarket strategy.
• Track revenue, pipeline, market penetration and performance trends to identify opportunities and improve execution.
• Build strong relationships with customers, suppliers and internal stakeholders throughout Georgia.
• Develop deep expertise in the assigned category and translate technical product knowledge into a compelling customer value proposition.

• We are intentionally open to candidates from several adjacent backgrounds. Direct lubricants experience is valuable, but it is not required.
• The strongest candidates may come from:
• Heavy equipment or construction equipment sales
• Product support or aftermarket sales
• Product specialist or product management roles
• Dealer development or OEM field sales
• Equipment rental or specialty sales
• Industrial distribution or technical sales
• Lubricants, fluids, hydraulics or other recurring aftermarket products
• More important than a specific product background is a track record of growing a business, product category or territory and the ability to influence a distributed sales organization.

• Proven success in sales, business development, product management, aftermarket, product support or another technical-commercial role.
• Experience working in a dealer, distributor, OEM, heavy equipment, construction equipment or industrial environment strongly preferred.
• Demonstrated ability to identify and capture new business opportunities and expand relationships with existing customers.
• Ability to influence and engage salespeople and other stakeholders without formal reporting authority.
• Strong commercial and analytical mindset with an understanding of revenue, profitability, market penetration and customer retention.
• Comfortable working directly with customers and translating technical products into business value.
• Experience using CRM, customer or market data to prioritize opportunities and drive execution.
• Self-starter with an owner's mindset who is equally comfortable developing strategy and working alongside field sales teams.
• Bachelor's degree preferred or equivalent relevant experience.

• This is much more than a traditional product sales position. It offers the opportunity to take ownership of an…