AFTERMARKET SALES MANAGER JOB DESCRIPTION

Every capital equipment manufacturer's revenue model depends on parts, service, and upgrades sold after the initial sale, and when that revenue leaks, it rarely comes back. The Aftermarket Sales Manager holds the commercial accountability for stopping that leak: owning territory-level order intake, service agreement coverage, and OEM or dealer channel performance across a defined region. This is a role that demands both field-level customer relationships and executive-level commercial thinking. Few positions in industrial sales require as deep a command of product lifecycle economics, from spare parts pricing controls to retrofit project proposals.

As the Aftermarket Sales Manager, you own regional aftermarket revenue performance across direct accounts, distribution partners, and OEM channels, translating technical product knowledge into commercial outcomes that protect and grow the installed base. You operate within a matrix sales structure, coordinating between product management, field service, and regional leadership to align territory plans, service budgets, and customer escalation paths.

Career Impact: Managing a defined aftermarket territory in capital equipment manufacturing positions you as a commercial authority in a specialized market where the combination of technical fluency and sales leadership is rare and well-compensated.

Business Impact: The installed base revenue you protect and grow directly funds the manufacturer's service business, sustaining margins that new equipment sales alone cannot maintain for OEM and independent channel partners.

Growth Opportunity: Succeeding in this seat builds the pipeline management, distributor governance, and Master Services Agreement experience that typically leads to Regional Sales Director or Global Aftermarket leadership roles.

• Own regional aftermarket revenue targets, including parts, services, and retrofit sales across direct and distributor accounts.
• Develop and maintain territory business plans with annual order budgets, service targets, and channel performance milestones.
• Lead commercial negotiations for service agreements, spare parts programs, and equipment modification proposals with key accounts.
• Drive OEM and authorized distributor program performance by setting expectations, reviewing results, and implementing corrective plans.
• Coordinate with field service, engineering, and product management teams to deliver technical solutions and resolve customer escalations.
• Monitor pipeline accuracy and forecast integrity across active opportunities, ensuring close dates and probabilities reflect current customer intelligence.
• Coach and support sales representatives or independent channel partners on product positioning, competitive response, and territory coverage.
• Conduct regular structured account reviews to identify expansion opportunities within the existing installed base.

• Bachelor's degree in Engineering, Business, or a related field, or equivalent work experience.
• 5 or more years of aftermarket, field service, or capital equipment sales experience, with demonstrated territory ownership.
• Proven ability to develop and close service agreements, spare parts programs, or retrofit project proposals.
• Experience managing OEM, distributor, or independent representative channel relationships in an industrial environment.
• Strong commercial and analytical skills, including pipeline management, budget planning, and KPI reporting.
• Ability to read and interpret technical documentation, financial reports, and commercial contracts.
• Willingness and ability to travel domestically and, when required, internationally to support territory accounts.

• Advanced degree in Engineering or an MBA, particularly with exposure to industrial markets or capital equipment businesses.
• Experience operating within a matrix sales organization across product, service, and regional functions.
• Familiarity with industrial compliance, certification requirements, or safety standards relevant to markets such as mining, rail, or petrochemical.
• Background in Lean Manufacturing, continuous improvement programs, or structured business planning methodologies.

• Aftermarket order intake versus annual budget, measured monthly by territory and channel.
• Service agreement coverage rate across the installed base, tracked as a percentage of eligible accounts.
• Pipeline conversion rate on retrofit and modification project proposals within the active opportunity set.
• Distributor and representative channel revenue against plan, reviewed quarterly per partner agreement.
• Customer escalation resolution time, measured from initial contact to confirmed close-out.
• Typical tools: CRM platforms (commonly Salesforce or equivalent); ERP systems (commonly SAP, Epicor, or equivalent)

• Base Salary Range: $95,000 to $135,000 annually, depending on region and channel scope
• Bonus: Annual performance bonus of 15 to 25% of base, tied to territory order and revenue targets
• Equity: Not typical at this level; occasionally offered at larger publicly traded manufacturers
• Health Benefits: Medical, dental, and vision coverage; employer contribution to premiums standard
• PTO: 15 to 20 days annually, plus standard US public holidays
• Common Perks: Car allowance or company vehicle, home office stipend, expense account for travel and entertainment

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Work authorization in the United States is required for this position, and employment is contingent on successful completion of a background check. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, and local law. Applicants requiring a reasonable accommodation to participate in the hiring process should notify the recruiting team at any point during the application or interview process.

The Aftermarket Sales Manager owns regional sales performance across a dedicated customer portfolio, driving order intake and revenue through proactive account leadership, service agreement development, and lifecycle management campaigns. Working closely with product centers in the Nordic region and collaborating with a broad range of internal stakeholders, this role ensures a unified company front and maximizes customer satisfaction within Global Customer Support Sales.

Key Responsibilities

• Lead and drive Global Customer Support sales activities proactively toward dedicated customers for all products, in cooperation with the responsible product group.
• Use established sales reporting tools to support sales activities.
• Secure a unified company front toward customers, including coordination of Global Customer Support customer meeting activities.
• Execute marketing activities per customer to ensure product recognition through campaigns, service letters, system upgrades, and lifecycle management.
• Perform maintenance planning activities for customers.
• Secure cooperation with spares, technical support, sales support, and aftermarket product sales teams per product.
• Secure service agreements for strategically important customers, subject to top management approval.
• Own customer relationships within Global Customer Support and serve as the escalation point of contact to maximize customer satisfaction.
• Act as the main contact person for defined customers and ensure they reach the right department or person per intervention.
• Prepare commercial proposals for new functionality, modifications, and retrofit or conversion solutions in accordance with product lifecycle philosophy for approved projects.
• Ensure familiarity with customers' fleet and operations to proactively offer relevant products and services.
• Communicate within departments across Global Customer Support, Sales, and Global Sales and Marketing.
• Contribute to the budgeting and forecasting process.
• Maintain existing and new customer information in the CRM system.
• Follow the Align Process and complete and report agreed KPIs.
• Actively participate in continuous improvement project initiatives to drive aftermarket sales.

Required Qualifications

• Bachelor's degree or equivalent, or 10+ years of sales or technical field service experience.
• Relationship management experience.
• Experience in establishing and executing successful sales or customer support activities.
• Excellent communication, presentation, and interpersonal skills.
• Advanced MS Office skills.
• Bilingual in Spanish is desirable.

Embedded within the EMENA sales organization, the Aftermarket Sales Manager develops and grows the Authorized Distributor program while maximizing aftermarket revenue across a defined group of key customer accounts. Working closely with Equipment Area Sales Engineers, OE sales groups, and indirect channel partners, this role shapes pipeline growth and drives KPI performance across distribution, resale, OES, and strategic accounts.

Core Functions

• Manage and grow the Authorized Distributor program to maximize sales through the distributor and reseller channel.
• Support sales maximization on selected key customer accounts.
• Support the development of OE and strategic account business in collaboration with the OE sales group, including developing new OES business and supporting strategic account growth.
• Support the strategic account program.
• Support Area Sales Engineers in managing selected non-standard service sales projects in close collaboration with engineering.
• Ensure the sales development team and aftermarket specialist team receive qualified leads for aftermarket business, and maximize partnership with these teams.
• Implement strong alignment with Territory Managers and equipment Area Sales Engineers to drive aftermarket growth and lead generation.
• Support service sales business at end-users and help coordinate projects with the field Area Sales Engineers.
• Manage all sales and KPI performance-related initiatives and drive strong progress in the indirect sales channel of distribution, resale, OES, and large key or strategic accounts.

Qualifications & Experience

• Master's degree in Sales, Marketing, or a relevant business-oriented field, or equivalent experience.
• MBA is a plus.
• Sales management experience with external customer-facing resources is an asset.
• Strong sales management skills, including KPI usage and flexibility in adapting to change.
• Experience in matrix organizations, with strong influential and direct leadership competencies.
• Strong CRM and IT system knowledge, including the ability to build dashboards, pull data rapidly, and analyze results for customer management.
• Strong interpersonal relationship-building and communication skills.
• English proficiency is required; additional languages are an asset, given interaction with EMENA groups.

Reporting to the Global Rail Service Manager, the Aftermarket Sales Manager delivers aftermarket revenue growth across North America by expanding service parts, refurbishment business, and dealer capability through direct interface with end-user customers, OEMs, and dealers. Partnering with cross-functional corporate groups and regional sales teams, this role builds market understanding and ensures service changes and technical training reach the field effectively.

Primary Duties

• Grow aftermarket service parts and refurbishment business in North America through direct interface with end-user customers, OEMs, dealers, and internal teams.
• Support various sales and service organizations against customer initiatives.
• Provide leadership with customer, OEM, and dealer solutions, drawing on product line experience.
• Implement aftermarket and technical training, education webinars, and direct intervention with end-user customers and OEMs within the geographic area.
• Communicate and implement commercial parts programs within the assigned geographic area.
• Work with cross-functional corporate groups to provide product, customer, OEM, and dealer feedback.
• Develop a strong market understanding and identify opportunities to grow the aftermarket market share.
• Provide technical, training, and service support to dealers in the designated territory and ensure dealers have the tools and competencies to serve end customers well.
• Ensure all service changes and improvements are applied in the field.
• Develop and apply well-defined approaches to analyze and solve problems, manage risk, and reassure customers when facing issues.
• Provide technical sales support for sales managers, conduct field service need analysis, and support post-sales service activities.
• Participate with regional sales in structured meetings with direct accounts to understand service needs and provide support.

Skills & Qualifications

• Bachelor's degree in Engineering or equivalent; Master's degree in Engineering preferred.
• 5 years of experience in the rail or automotive industry preferred.
• Knowledge of HVAC systems or equivalent products, including understanding of competitive equipment and lifecycle cost implications.
• Knowledge of refrigeration, transport, and mechanical and electrical basics.
• Working knowledge of dealer and customer business practices.
• Time management, stress management, planning, and project management skills.
• English native-level language skills required; additional languages are welcome.

Sitting at the intersection of technology sales and process engineering, the Aftermarket Sales Manager leads pipeline growth and closes sales for aftermarket process equipment, including trays, tubes, and control system upgrades and retrofits within the petrochemical, gas, and refining sectors. Operating across a matrix organization, this role leverages account management relationships, SFDC forecasting, and value selling to develop commercial strategies and deliver on assigned revenue targets.

Duties

• Grow pipeline and deliver on assigned sales targets for aftermarket process equipment, including trays, tubes, and control system upgrades and retrofits.
• Develop and execute a management operating system to ensure systematic engagement with the account management team so that account plans properly consider aftermarket equipment opportunities.
• Maintain accurate business forecasts in SFDC, with a focus on project close dates, accurate probabilities, and accurate representation of expected fees.
• Foster relationships with internal stakeholders and external customers at working and senior leadership levels to grow business.
• Grow the pipeline by leveraging relationships, solution-selling skills, and value-selling through knowledge of the product portfolio.
• Lead project opportunities through prospecting, value proposition development, and closure by developing and executing sound commercial and technical sales strategies.
• Prepare commercial proposals with assistance from relevant stakeholders.
• Prepare, negotiate, and close non-disclosure and equipment supply agreements.
• Maintain up-to-date knowledge of the product portfolio to identify project opportunities.
• Participate in and present at industry seminars and conferences.
• Develop and communicate intelligence on customers, customer segments, competitors, and product or service performance to support market analysis and planning.

Requirements

• BSc in Chemical Engineering preferred; BSc in Mechanical Engineering or Instrument and Electrical Engineering also considered.
• Extensive experience in the petrochemical, gas, or refining industry.
• Industry knowledge or sales experience in refining, petrochemical, midstream, natural gas, or renewables is highly valued.
• Ability to translate the benefits of technologies to specific customer applications.
• Ability to probe and listen for opportunities and customer needs, and to influence diverse groups.
• Ability to work in a collaborative team environment and exercise independent judgment.
• Excellent team and communication skills.
• Ability to travel up to 40%.

A key member of the North American leadership structure, the Aftermarket Sales Manager builds and retains a high-performing aftermarket sales team spanning North America and Canada while driving territory budget development, marketing strategy execution, and trade show planning. Collaborating across OEM Sales, product committees, and all sales staff, this role shapes annual goals, oversees performance reviews, and ensures consistent execution of the sales and marketing plan.

Functions

• Maintain constant improvement and growth within the sales department.
• Set up training and engage in support, feedback, motivation, and interactions with the sales team.
• Plan the sales budget and work with aftermarket sales representatives to develop territory budgets and marketing strategies.
• Develop annual goals and objectives for the sales department.
• Complete performance, salary, and bonus reviews for the sales team.
• Review trip reports, itineraries, monthly quotes, expense accounts, and weekly and monthly sales reports.
• Travel periodically with sales team members and maintain weekly contact with all sales staff.
• Attend monthly new product committee meetings and manager meetings as requested.
• Report monthly aftermarket sales statistics accurately and promptly to management, and complete monthly manager reports.
• Coordinate with the OEM Sales Manager to schedule, organize, and distribute marketing literature, and ensure consistent execution of the sales and marketing plan across social media and other platforms.
• Plan, schedule, and organize trade shows, sales meetings, and teleconferences with all sales staff.
• Assist with training and mentoring new hires.
• Travel domestically and internationally as required.

Experience & Qualifications

• High School Diploma or GED with 5 years of territorial or regional high-volume sales and account management experience, or a Bachelor's degree in Business Management with equivalent experience.
• MSHA Certification.
• General manufacturing knowledge and mechanical and technical aptitude.
• Knowledge of target markets, including mining, oil and gas, and construction.
• Experience in Lean Manufacturing.
• Knowledge of Epicor or similar ERP systems.
• Proficiency in Microsoft Office Suite, Outlook, and CRM or ERP systems.
• Ability to communicate effectively in English, both written and verbal.
• Ability to work under pressure, establish priorities, and work independently and with teams.
• Comfortable with public speaking and presentations to small and large groups.

Aftermarket revenue growth across the defined region depends on the Aftermarket Sales Manager, who leads independent representative companies and internal personnel to achieve order, sales, and margin goals for the LIGHTNIN and PHILADELPHIA brands. Based within a regional structure and serving as the commercial decision authority, this role builds Master Services Agreements, manages alliance partners, and delivers year-over-year business growth through pricing strategy, business planning, and customer relationship ownership.

Accountabilities

• Provide leadership to representatives and internal personnel to obtain orders, sales, and margin goals for the defined region.
• Own representative and customer relationships within the defined region and drive change to meet customer needs.
• Build relationships with customers to achieve Master Services Agreements, MMRs, and MOHRs as part of an aftermarket growth initiative.
• Develop strategy and pricing controls for quotations as necessary.
• Establish and maintain a yearly business plan in coordination with the Regional Manager, including annual orders, sales, and aftermarket services budgets.
• Monitor, evaluate, and manage sales office performance against the plan and budgets.
• Lead commercial decisions, including strategies and pricing, for all businesses within the defined region.
• Establish and drive a specific sales plan to implement new Master Services Agreements or annual spare parts purchasing programs.
• Obtain and manage alliance partners and develop key customer strategies.
• Provide customer and sales perspective as new programs, products, or initiatives are implemented.
• Achieve business growth year-over-year.

Technical Qualifications

• BS degree or equivalent.
• Minimum 10 years of sales and sales management experience.
• Strong engineering knowledge, field service sales experience, and a mechanical mindset.
• Experience supervising and training an independent representative sales channel.
• Understanding of business processes and functions outside sales and marketing, including finance, human resources, IT, product development, and manufacturing.
• Ability to read, analyze, and interpret scientific and technical journals, financial reports, and legal documents.
• Ability to work with cross-functional teams in a fast-paced environment.
• Proven track record in a leadership role and in team building across sales channels and customers.
• Customer support experience.