TriSearch
Jobid=A.0.174
Compensation: 175-200 EUR
The VP of Aftermarket – Industrial Solutions is the head of the global aftermarket business and an
integral part of the Industrial Solutions leadership team.
The VP Aftermarket, reporting to the CMO/President of the Industrial Solutions Group, will be
responsible for building and growing the Industrial Solutions worldwide aftermarket business and
integrating the global teams under one vision in order to achieve these revenue goals and profit
objectives. The VP Aftermarket will need to provide innovative, cost effective, quality service and
solutions for our customers by reviewing the company’s market and installed base, assessing what
products, solutions or services CPM is providing to date and what it needs to provide to grow the
aftermarket business. The VP will also be responsible for AM organization including resource plans,
talent assessments and assist in targeting acquisitions to enable step growth in relevant markets.
DUTIES AND RESPONSIBILITIES:
Strategy
• Drive aftermarket growth through strategies to increase revenue, margins and deeper customer
loyalty.
• Develop strategies and business plans to grow parts & retrofit business, field service repair,
consultative services and drive the creation of solution sets.
• Drive business plans, revenue forecasts, budgets, organizations and metrics consistent with a
customer-centric and profitable organization and manage aftermarket group to achieve desired
results.
• Be a leader in implementing the “Lifecycle Solutions” strategy in Industrial solutions.
Structure and Training
• Develop and maintain effective aftermarket parts and service department processes to ensure
internal and external customer satisfaction, including new technologies such as SalesForce,
PowerBI and business process automation/enforcement.
• Create and ensure the Global Aftermarket database and other infrastructure requirements for
sales management, installed base and pricing are populated and maintained.
• Adopt and be an advocate for sales funnel management methods.
• Ensure Global pricing tools are maintained and available as selling tools and for pricing studies.
• Manage training and development of the Global aftermarket team and provide tools and
processes to enable excellent sales and service.
Growth and Profitability
• Create and monitor annual Global and local parts and service department targets that are aligned
with operational and financial objectives.
• Understand profitability by customer, region and product line and develop strategies to
maximize margins.
• Analyze history and customer future plans to help determine local stocking levels together with
operations.
Sales and Business Development
• Create 3 year minimum Global aftermarket Strategic Plan (STRAP) based on distinct initiatives to
drive incremental sales and margin growth.
• Develop Global aftermarket product portfolio expansion roadmaps, such as service expansion,
retrofit kits, additional parts and services
• Create Global aftermarket sales teams with individual growth targets and aligned incentive plans
to achieve targets.
• In partnership with Global and local Sales Directors, develop and implement aftermarket account
plans for assigned high opportunity key customer accounts.
Customer Service Warranty and Aftersales Service
• Review weekly sales updates, including tracking of all opportunities Manage and monitor weekly
/ monthly spend for respective areas.
• Create dashboard to drive performance and continuous improvements in the areas of customer
service, warranty costs and service.
Marketing
• Work with corporate marketing to develop effective marketing channels and campaigns
targeting growth and awareness of the global aftermarket business.
REQUIRED SKILLS/ABILITIES:
• A qualified candidate will have ten years of full-time, relevant, professional experience, at least 5
of which is in a senior management, decision-making capacity.
• Proven track of successfully growing a global aftermarket business.
• Ability to balance long-term thinking with short term results – able to think strategically, but also
when necessary, to go down in details to understand the business up close.
• Proactive and possess a high energy in order to lead change.
• A practical change manager who can provide examples of executing substantial change in
previous position.
• Entrepreneurial drive – “get it done” mentality.
• Must be an effective communicator, comfortable communicating at all levels within an
organization and in the marketplace. Written and verbal communication skills, and presentation
skills must be excellent. Multi lingual and multi-cultural skills a plus , given the global nature of
the role.
• Must be comfortable traveling as part of the responsibilities of this position. Travel most likely
will average about 20-50%( including internationally). In the beginning however, this executive
must be comfortable traveling as much as required in order to become familiar with install-base
customers, and his or her sales and service organization.
• Experience of working in an international environment. Previous overseas assignment or
education valuable.
• Must be sufficiently comfortable with understanding, interpreting, and manipulating computer generated data, information, reports, and pertinent software applications.
• Must be comfortable with being part of a larger mission and collaborative across divisions and
vertically within the organization, while also maintaining a strong conviction in delivering on
commitments and driving to the goal.
EDUCATION:
Undergraduate (BA or MBA preferable) degree is required along with relevant experience in the
aftermarket. Engineering degree preferable.
Organization:
• This position will report directly to the CMO/President of Industrial Solutions.
• This leadership role will have key interfaces across the organization, including the VP of
Operations, VP of Engineering, VP of Finance, capital sales directors, peers in other business
units and corporate.
• Direct reports will be Regional Aftermarket Sales Directors and Aftermarket managers, in NA,SA,
EMEA, ASIA.
