Regional Aftermarket Sales Manager
3 weeks ago
The Regional Aftermarket Sales Manager provides strategic sales leadership for the growth and development of Renewed, Road Service, Shop work, Rental and Allied business, and strives for no less than 10% compounded annual growth. Focus will be upon maximizing both Raymond and Brand X Service market share.
The Regional Aftermarket Sales Manager is accountable for ensuring the region achieves agreed upon financial and strategic goals and objectives for his/her area of responsibility. Leadership of an organization that strives to grow the business, that is profit minded and makes Customer Care a priority.
The Regional Aftermarket Sales Manager selects and provides leadership and direction for a capable team of direct reports that is self-sustaining, that addresses the various cultures that the organization strives to achieve (ie: Health & Safety, Customer Care), and that promotes high-performance execution within the various Operational areas.
**Responsibilities**:
- Within the context of the organization’s strategic goals and objectives, annual planning assumptions, business planning, budgeting guidelines, the Regional Aftermarket Sales Manager will develop, implement and adjust as required a 1-3 year strategic plan for his/her area of responsibility. Such plans will be developed in conjunction with other Business Unit Heads and Regional Directors. Such business plans will contribute to the achievement of the Regional budget targets, strategic vision and plans of the organization. Ensure plans for his/her area of responsibility are aligned and integrated and thus support the achievement of the regions strategic and operational objectives.
- Ensure the delivery of optimal results for the Aftermarket divisions (Non-Core and Non
- Automated Systems) against regional annual budget targets and appropriate performance metrics (systems, processes, procedures and activities). Monitor and report regional results against budget targets and performance metrics; identify issues impacting regional and branch performance and coordinate the establishment and execution of performance improvement initiatives where and when required to achieve the regional annual plan and budget.
- Monitor regional adherence to the policies, standards and processes for area of responsibility.
- Working closely with VP Aftermarket Solutions, the Regional Aftermarket Sales Manager will develop and lead a team of Aftermarket Sales Reps to maximize Road Service Market Share (Raymond and Brand X) and Renewed Sellers to grow the business by no less than 10% revenue growth per annum.
- Supervision of dedicated sellers of various businesses, such as Road Service & Parts, Allied Products, Power, Renewed and other.
- Collaborates with regional management team members for the development of sales strategies for growing different lines of business considered as Aftermarket and Non-Core and Non-Automated Systems.
- Actively work with Director, Sales Professional Development in the development of training curriculum and materials for the development of new sellers, which will include participation in the recruitment process.
- Utilizing tools available such as JDE, PRISM, Raymond CRM, Regional Aftermarket Sales Manager will develop a system by which different Sales Forecast will be presented monthly to the VP Aftermarket Solutions.
- Participate with the VP Aftermarket Solutions, SVP Equipment Sales & Automated Solutions in the completion of the annual Raymond Sales & Marketing Plan and other reports required by the Raymond Corporation as it relates to Aftermarket.
- Ensure the accuracy and compliance with the Raymond CRM system, for all employees reporting to the Regional Aftermarket Sales Manager. Management of Raymond’s expectations as it relates to the CRM such as Opportunities, Quotes, Forecast Accuracy and Lost Order Reporting.
- Shared responsibility for various P&Ls of all branches as it pertains to his area of responsibility, ensure the delivery of optimal regional results against annual budget targets and appropriate performance metrics (systems, processes, procedures and activities).
- Utilizing all available KPI’s identify issues impacting sales performance and establish initiatives for continuous improvement to ensure the achievement of service market share objectives, new business development, customer and employee satisfaction and retention.
- Develop and nurture cultures of customer service, trust, continuous improvement, safety, reliability, quality, accountability, and discipline.
- Ensure an understanding of the organizational and regional business plan (including: mission, vision, values, strategic positioning, organizational design, goals and objectives and operational plans) throughout the region.
- Health & Safety Leadership, ensuring all direct reports participate in branch, region or national initiative as it relates to H&S. Continuous development of our H&S Culture and supporting Corporate H&S Policies and Procedures, Ini
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