Aftermarket Account Manager

This is a fully remote position, open to applicants in Michigan.

📋 Description

• Act as the principal commercial owner and relationship manager for designated aftermarket accounts.

• Create and implement account strategies aimed at boosting aftermarket revenue, enhancing customer retention, and increasing wallet share.

• Build and sustain relationships with customer stakeholders across operations, maintenance, engineering, procurement, and leadership teams.

• Perform regular account evaluations to grasp customer objectives, operational challenges, and forthcoming business requirements.

• Identify, assess, and cultivate opportunities for service contracts, preventive maintenance programs, enhanced warranties, emergency service support, training, spare parts initiatives, and retrofit/modernization projects.

• Develop and uphold a sales pipeline to meet assigned revenue and growth goals/quotas.

• Lead the discovery process, qualification, proposal creation and delivery, negotiation, and contract finalization.

• Propel service contract and initial provisioning parts attachment and renewal initiatives across the installed base.

• Recognize aging equipment, reliability issues, capacity limitations, and obsolescence risks that create upgrade or modernization prospects.

• Collaborate with internal automation project teams, Account Managers, Inside Sales Representatives, and Field Service Engineers to pursue sales opportunities and maximize lifecycle support revenue.

• Coordinate with Inside Sales, Field Service, Engineering, Operations, and other internal entities to devise customer solutions and fulfill commitments.

• Monitor customer satisfaction, daily spare parts and service activities, and sales volume variations.

• Formulate customer-specific growth strategies based on installed base evaluations, equipment lifecycle stages, and business priorities.

• Maintain precise opportunity, forecast, account, and activity information in the CRM.

• Provide routine sales forecasts, account updates, and pipeline assessments.

• Oversee contract performance, renewal timelines, and customer utilization of aftermarket services.

• Assist new automation projects and transitions to aftermarket by developing engagement plans and identifying post-installation support revenue opportunities.

• Conduct reviews of the installed base and health assessments to reveal additional sales opportunities.

• Negotiate pricing, contract conditions, and commercial agreements within established parameters.

• Represent the company at customer meetings, industry events, and trade shows as necessary.

• Meet assigned revenue, profitability, service contract, parts, and account growth targets.

• Ensure adherence to company policies, commercial practices, and quality standards.

⛳️ Requirements

• Demonstrated ability to identify, pursue, and convert new business opportunities and/or relevant experience in the automated solutions sector.

• Strong consultative selling abilities with the capacity to comprehend customer needs to create customized solutions.

• Exceptional communication and presentation skills, with the capability to influence decision-makers at all levels.

• High level of resilience, adaptability, and problem-solving skills with experience in a customer-centric environment.

• Results-oriented mindset with a proven history of meeting or surpassing sales objectives.

• Proven organizational and time-management skills with the ability to manage multiple projects, priorities, and deadlines.

• Proficient in using CRM systems to document activities, monitor opportunities, and support precise forecasting.

• Minimum of 2 years’ experience in a durable goods aftermarket industry; experience as an automation integrator preferred.

• Ability to collaborate effectively with cross-functional teams, including engineering, operations, Account Managers, Sales, and leadership.

• Must successfully complete a 10-panel drug screen, physical examination, and background check.

🏝️ Benefits

• Competitive wages.

• Medical benefits starting on your first day.

• Paid parental leave.

• Opportunity to work on customized, one-of-a-kind automation projects.

• Collaborative, engineering-focused environment.

• Opportunities for career growth and skill enhancement.

• Work with cutting-edge and innovative technologies.