The Aftermarket Sales Manager (ASM) is responsible for driving forklift aftermarket and dock & door sales efforts across the region, as well as providing world class customer support. Hiring, training, motivating, and proactive management of the sales team are all required, as well as strategic account management and direct sales efforts with large target accounts. Finding and developing new customers is as important as maintaining relationships with existing accounts, and both strategies are required to meet sales goals. The ASM uses the company’s CRM as a tool to manage their team’s contacts, accounts, quotes, and opportunities and ensure that the team is using the CRM to guide daily activities.
The Aftermarket Sales Manager must collaborate with the other Sales, Sales Ops, Ops, and Marketing managers and directors to be effective. The Aftermarket Sales Manager reports to the Regional Director and manages a team of 5-10 sales representatives in the territory.
ESSENTIAL DUTIES
Sales management:
- Manage team to ensure all activity (e.g., customer visits, quotes) and sales targets are exceeded, specifically dock & door sales and forklift parts & service sales.
- Set individual rep activity and outcome targets.
- Build a culture of achievement and excellence through relentless focus on results.
- Lead daily sales huddles and other meetings to ensure effective prioritization.
- Coach reps during and after ride along sessions.
- Review proposals to ensure high quality and match with customer needs.
- Ensure reps use all sales tools (CRM, etc.) effectively.
- Directly conduct sales meetings at high priority target accounts.
- Own presentation prep and delivery for high stakes target account sales meetings.
Strategic Account Planning:
- Lead strategic account planning, ensuring the team develops structured plans using LinkedIn, industry, intel, and customer research to define a targeted go to market plan tailored to specific accounts.
- Use CRM to ensure account plans are executed.
Customer Support:
- Own the scheduling, preparation, and delivery of regular customer business reviews for key accounts.
- Work cross-functionally to solve customer issues, acting as lead project manager, problem-solver, and the face of Bailey.
General Management:
- Manage, recruit, and hire all open sales positions in territory.
- Coach, motivate, review, and manage all sales personnel in territory.
- Ensure all team members are adequately trained internally and externally by suppliers to be the best, most expert reps in the industry.
- Review and approve sales orders & commissions.
- Work with A/R Manager to make sure all past due accounts are handled properly by the sales team.
What we offer:
- Competitive pay.
- Comprehensive benefits.
- Multiple health plans including one plan with 100% employer paid premiums.
- Generous 401K matching.
- 100% Employer paid short and long term disability.
- Industry-leading time off plan with new employees earning 3 weeks of PTO per year and eligible for up to 5 additional sick days.
- A family owned and operated business that prioritizes the needs of our employees and customers.
- The ability to grow your career with us through substantial training opportunities for all team members. Training includes both OEM training with our manufacturers and proprietary training developed internally through Bailey University.
Requirements
The individual in this position should be personable, a problem solver, reliable, ethical, intelligent, highly motivated, and able to adapt to the forces around them—customers, suppliers, department employees, and co-workers.
EDUCATION
- College degree (required)
EXPERIENCE
- 5+ years of consultative sales experience (preferred)
- 2+ years of sales management experience
- 2+ years of forklift or other industrial sales experience (preferred)
SKILLS AND ABILITIES
- Proven sales management skills
- Great written and verbal communication skills (position requires significant face to face time with both customers and fellow employees)
- Excellent interpersonal and customer relations skills
- Proficient at CRM, Excel, PowerPoint, etc. and willing and able to learn new technology
