Aftermarket Sales Manager

Description:

Key Responsibilities
1. Strategic Sales & Business Growth
• Develop and execute short- and long-term sales strategies for the aftermarket division.
• Drive customer retention, upselling, and penetration into new accounts.
• Achieve or exceed annual sales targets, profit margins, and market share goals.

2. Contract Management & Legal Compliance
• Lead all commercial discussions, including pricing, terms, and service levels.
• Draft, review, and negotiate aftermarket sales contracts, ensuring alignment with contract law, company policies, and industry best practices.
• Collaborate with legal teams to manage contractual risks and ensure enforceability of agreements.
• Maintain records of contracts and ensure post-sale compliance with terms.

3. Client Relationship & Market Development
• Manage relationships with key accounts, distributors, and service partners.
• Conduct client visits, site assessments, and service quality evaluations.
• Identify client-specific aftermarket needs and provide tailored solutions.
• Act as the main escalation point for contract performance and customer satisfaction.

4. Team Leadership & Performance Management
• Lead, mentor, and coach a high-performing aftermarket sales team.
• Conduct regular sales reviews and ensure ongoing performance improvement.
• Identify skills gaps and implement training and development plans.

5. Cross-Functional Collaboration
• Coordinate with Product Support, Legal, Engineering, Finance, and Logistics teams to align service offerings with customer expectations.
• Work closely with Supply Chain and Technical Teams to ensure availability of parts and timely service delivery.

Education
• Bachelor’s degree in Business Administration, Sales, Mechanical Engineering, or a related field.
• Postgraduate qualification in Business or Contract Law will be advantageous.
Experience
• 5+ years of progressive experience in sales and business development in the industrial, heavy equipment, or mining sectors.
• Minimum 2 years of leadership experience in a managerial role.
• Strong experience negotiating commercial agreements and managing customer contracts in a B2B environment.
Legal & Contractual Expertise
• Working knowledge of South African contract law and applicable commercial statutes.
• Proven experience in drafting, interpreting, and negotiating service-level agreements (SLAs), warranties, and maintenance contracts.
• Experience resolving contract disputes and managing risk in customer engagements.

Core Competencies & Skills
• Sales Acumen: Strong sales planning and execution ability, with a track record of revenue growth.
• Contract Negotiation: Skilled in negotiating terms, pricing, liability, and warranties to protect company interests while satisfying customer requirements.
• Commercial & Legal Awareness: Ability to interpret contractual clauses and assess legal/commercial implications.
• Analytical Thinking: Strong business judgment, forecasting, and data-driven decision-making.
• Communication: Advanced written and verbal communication skills, especially for formal proposals and negotiations.
• Leadership: Effective team motivator and problem-solver.
• Customer Orientation: Passion for delivering value through quality service and support.

Key Performance Indicators (KPIs)
• Sales revenue growth (year-on-year aftermarket performance)
• Contract conversion and renewal rates
• Contract compliance and customer satisfaction ratings
• New market penetration
• Gross margin performance
• Resolution of contractual disputes and turnaround time