Director of Aftermarket SalesPosition SummaryThe Director of Aftermarket Sales is responsible for developing and executing the company's aftermarket sales strategy to drive profitable revenue growth, strengthen customer relationships, and expand the installed-base business. This leader will be responsible for driving profitable sales in both the retail and distribution markets.
The ideal candidate combines strategic sales leadership with a strong understanding of aftermarket business models, customer lifecycle management, channel development, pricing, and commercial operations.
Key Responsibilities- Develop and execute a comprehensive aftermarket sales strategy aligned with company revenue and profitability objectives.
- Own aftermarket revenue, margin, sales forecasting, and performance metrics.
- Lead, coach, and develop the aftermarket sales team, establishing clear goals, accountability, and performance expectations.
- Identify opportunities to increase share of wallet through replacement parts, upgrades, accessories, and other aftermarket products and services.
- Build strong relationships with key retail, distribution, and other channel partners.
- Establish and optimize sales channels, territory strategies, account plans, and go-to-market programs.
- Partner with Marketing to develop campaigns, promotions, product launches, and customer-retention initiatives.
- Collaborate with Operations, Supply Chain, and Product Development to ensure aftermarket offerings meet customer needs and sales commitments.
- Analyze market trends, competitive activity, customer buying patterns, and installed-base data to identify growth opportunities.
- Develop pricing and promotional strategies that balance revenue growth, competitiveness, and gross-margin objectives.
- Develop and monitor KPIs such as aftermarket revenue, gross margin, customer retention, conversion rates, recurring revenue, sales pipeline, and sales productivity.
- Identify gaps in product availability, service capabilities, pricing, or customer experience and lead initiatives to address them.
Qualifications- Bachelor's degree in Business, Marketing, Engineering, or a related field; MBA is a plus.
- 8+ years of progressive sales experience, with extensive experience in aftermarket, parts, service, distribution, industrial, manufacturing, marine, automotive, equipment, or a related environment.
- 3+ years of experience leading and developing sales teams.
- Demonstrated success growing aftermarket revenue and profitability.
- Strong understanding of aftermarket sales channels, customer lifecycle management, pricing, and account development.
- Proven ability to build strategic customer and channel relationships.
- Strong analytical, forecasting, negotiation, and business-planning skills.
- Excellent communication and presentation skills, with the ability to influence customers, peers, and executive leadership.
The successful candidate will establish a clear aftermarket growth strategy, strengthen the sales organization and pipeline, improve forecasting and sales discipline, deepen relationships with strategic retail and distribution customers and channel partners, and deliver measurable growth in aftermarket revenue, gross margin, customer retention, and market penetration.
Work Schedule- In-office/Remote four days per week
- Typical schedule Monday through Thursday, 7:00 a.m. - 5:30 p.m.
- Frequent travel and O/T required for customer meetings, trade shows, and industry events.
Compensation & Benefits- $150K Annual Salary
- Medical, dental, and vision insurance
- 401(k)-Company Matching Percentage
- Paid Time Off
- Employee discounts with ONEW
- Career growth within ONEW Marine
