Rock Processing, Mobile Crushing & Screening Solutions is looking for an Aftermarket Sales Manager, North America

Business area Rock Processing is a global leading supplier of equipment, tools, parts, service and solutions for processing rock and minerals in the mining and construction industries. The focus lies on bringing value to customers through high-performing products that increase productivity and safety.

Our breaking, crushing and screening equipment is engineered for maximum productivity. We offer advanced, proven solutions for any size-reduction and classification challenges - whether it is stationary or mobile.

This role can be located in any location, USA

Responsible for the Aftermarket Sales for the Mobile Crushing and Screening business. The successful candidate will work closely with the direct customers and the distributor network, supporting the team and providing the best solutions for customers/distributors to achieve the highest quality, product, and customer service standards. Preparation, agreement with the person in charge, and the backline of the budget and its compliance annually. Execution of Lifecycle strategies in the territory and reports on activities and improvements in Lifecycle. Coordinate all those responsible and ensure compliance with the strategy.

Key responsibilities include:

1. Sales Strategy and Revenue Growth

• Develop and execute strategic plans to drive revenue growth in the aftermarket sector, focusing on spare parts, maintenance services, warranty extensions, and product upgrades.
• Set sales targets and KPIs for aftermarket sales performance and ensure these targets are met or exceeded.
• Identify key customer segments and target markets within the Distributor territory for aftermarket products and services, leveraging both existing customer bases and new prospects.
• Collaborate with the marketing team to develop targeted campaigns, promotions, and pricing strategies for aftermarket offerings

2. Customer Relationship Management

• Build and maintain strong relationships with key mining customers and distributors.
• Provide consultative selling, addressing customer needs, and recommending aftermarket solutions that enhance product performance or extend product lifecycle.
• Manage customer/distributor accounts to ensure high satisfaction, repeat business, and long-term retention.
• Address and resolve any customer complaints or issues related to aftermarket products or services promptly and professionally.

3. Market Analysis and Reporting

• Conduct regular market analyses to track industry trends, competitive pricing, and new product/service opportunities in the aftermarket.
• Monitor sales performance, prepare reports on aftermarket sales metrics (e.g., revenue, profit margins, sales pipeline), and make data-driven recommendations for improvements.
• Utilize digital tools to track the active fleet, gap analysis, and consumption model across the product range and develop activities based on it with the customer/distributor to gain market share.
• Stay up-to-date with industry regulations, technological advancements, and product updates to ensure the company remains competitive in the aftermarket market.

4. Sales Operations and Forecasting

• Oversee the preparation of sales forecasts, budgets, and sales plans for the aftermarket segment, ensuring alignment with overall company goals. Establish Annual, quarterly, monthly, and weekly sales forecasts and prioritize and schedule own activities so these targets are met.
• Track inventory levels and coordinate with supply chain teams to ensure that aftermarket products and parts are adequately stocked and available.
• Ensure that the sales team adheres to standard operating procedures (SOPs) for the aftermarket sales process, including quoting, order processing, and customer service.

5. Pricing and Contract Negotiation

• Lead pricing negotiations with customers, ensuring competitive and profitable pricing for aftermarket products and services.
• Negotiate and finalize service and supply contracts, warranty agreements, and extended service offerings with customers to maximize revenue potential for the aftermarket growth.
• Ensure that pricing structures and service contracts align with company policies, profitability goals, and market conditions.

Safety and Environment

• Complies with SMC safety policies and applicable government, customer, or industry regulations or requirements.
• Identifies and reports any unsafe work habits.
• Strives to find safer ways for customers to work with Sandvik's products.

Personal Leadership

• Ensures that all activities are carried out in accordance with Company Values and current Company Policies and Procedures.
• Stays current on industry developments, competitive offerings, and issues affecting sales and customers.
• Takes responsibility for personal development and enhancement of skills.
• Proactively ensures community involvement within the area of responsibility.

KEY ACCOUNTABILITIES

PERFORMANCE MEASURES

Sales Revenue Growth:

YoY growth of 15% based on the capture rate of the current installed base in North America. Sales Forecasting from the distributor is the key measure to ensure customer satisfaction through quick turnaround and availability.

Sales Area Mining & Large Quarry Projects

100% capture on the aftermarket business with the solution offering like VMI, consignment stock, etc., by driving with in-country inventory with cross-function stakeholder management.

Profitability

Maintaining >40% Gross Profitability.
Actual Vs Forecast (Deviation mapped with corrective action plan)

Cost Control through local sourcing

Provide market intel to support the cross function to localize categories for sourcing for better serviceability.

Strategic planning.

Presentation and implementation of the 5-year business plan. Measured by KPI's set annually.

Cross Collaboration

Working with the local EQ team and cross-functional division team based in the UK.

Minimum Qualifications:

• Bachelors degree plus minimum 5 years experience in sales roles or total experience of 9 years in sales in aftermarket products
• 2 years in leadership/managerial role

Preferred Qualifications:

• Previous experience working in roles such as a Area Sales Manager, Business Development Manager, Key Account Manager having sold aftermarket products
• Proven sales experience - successfully developing customer relationship to demonstrate sales/revenue growth year on year
• It is essential applicants demonstrate experience in each of these activities:
  • Sales forecasting
  • Demand planning
  • Reporting such as sales, tracking opportunities, follow-up, new enquiry ratios
  • Utilizing tools such as an ERP system

Location:

Any U.S. location

Travel Requirements / shift / hours: Extensive travel is required to distributors and warehouses

Compensation Range: $101,000 to $135,000 plus bonus

Work authorization

Must have the legal right to work in the United States or Canada on an indefinite basis without employer sponsorship.
(Please note: temporary work authorizations, including OPT, do not meet this requirement.)

This position will be posted a minimum of 5 days, or until filled.

Benefits:

Sandvik offers a comprehensive total compensation package, including a competitive benefits package of health, dental, and disability insurance and an outstanding 401(k) retirement savings plan. We also provide opportunities for professional competence development, training, and career advancement.

How to apply

For immediate consideration, please apply online at www.home.sandvik/careers to the Mobile Crushing & Screening Solutions Aftermarket Sales Manager, position R[redacted].