Sales Manager – Aftermarket

Key Responsibilities & Accountabilities :

• Work closely with the Sales Director to drive sustenance & growth of Smiths Detections aftermarket revenue and profitability.
• Develop and Execute Sales Strategies : Creating and implementing plans to achieve aftermarket sales targets and expand the customer base within the aftermarket sector.
• Market Analysis : Conducting thorough market research and analysis to identify growth opportunities and potential threats in the aftermarket industry due to regulatory environment etc.
• Financial Management : Managing the aftermarket sales budget tracking performance and making necessary adjustments to meet aftermarket order intake & revenue budget goals aftermarket growth initiatives and profitability.
• Pricing Strategy : Develop competitive and profitable pricing strategies for aftermarket products and services in close coordination and consultation with global commercial service & aftermarket teams. Collaborate with other markets and counterparts to explore the aftermarket best practices and implement the same across India region for expanded growth.
• Team Leadership : Oversee and motivate a team of aftermarket sales professionals and executives to achieve sales targets and deliver excellent customer service.
• Contract Management : Thriving on Strong understanding of India complex market & challenging service contracts environment. Responsible for contract management excellence and driving margin improvement strategies on existing contracts and as well driving profitability from aftermarket adjacencies whilst balancing the top line results. Drive contract management processes and tracking mechanism for timely renewals.
• Invoice & Cash : Develop and implement strong process and mechanism for timely invoice generation and submission for enabling the Accounts Receivables team for timely collection of cash.
• Sales Process Optimization : Establishing and maintaining efficient aftermarket sales processes tools and systems to track & measure performance & KPIs and enhance customer engagement.
• Coaching and Development : Provide guidance training and support to the aftermarket sales team to enhance their skills and performance and coach for adopting new strategies for aftermarket business expansion through exploring new initiatives and adjacencies.
• Stakeholders management : Work collaboratively with the functional teams including finance service delivery commercial legal programs and global teams to align with organizations policies and processes.
• Contribute to the organisations aftermarket sales and business development strategies and action plans to exceed various KPIs and metrices including order book revenue and profitability.
• Engage liaise and drive sustained advocacy with CXO and VP / GM levels in customer organizations.
• Contribute to the organisations aftermarket sales effectiveness & productivity through efficient process management / optimization.
• Induct systems to measure and improve aftermarket sales performance.
• Responsible for driving the entire aftermarket sales cycle including lead generation initiation bid submission contract negotiation commercial billing collections and subsequent follow-on sales.
• Manage and monitor aftermarket sales pipeline & monthly / annual plans through a combination of renewals multi-year maintenance contracts quoted reactive upsell of digital portfolio offerings on existing install base selling upgrades & trainings new adjacencies etc. This requires strong coordination with the Original Equipment (OE) Sales Managers Regional Service Delivery Managers and other stakeholders.
• Provide forecasting and reporting on various aftermarket KPIs and Metrices.
• Achieve individual aftermarket sales order book quota and as well the aftermarket sales quota & budget for the complete aftermarket sales team.
• Work closely with Sales Director on internal opportunity management & approval processes business planning and sales forecasting.

Skills and Competencies :

Qualifications :

Experience and Background :

Additional Information :

Job Purpose :

Sales Manager Aftermarket is a senior sales leadership role within Smiths Detection India sales team and is responsible for leading and managing aftermarket sales of Smiths Detection India to drive revenue growth and customer satisfaction across India region ( comprising India Sri Lanka Maldives Bhutan Nepal & Bangladesh ) and across the vertical Aviation Urban Security Ports & Borders and Defence. This role involves developing and implementing aftermarket sales strategies upsell & cross-sell sales strategies win-back strategies digital offerings sales strategies through managing a high-performance sales team with compliance to internal market & global compliances analysing market trends monitoring regulatory environment and ensuring aftermarket revenue & profitability growth as per budget. This position will play a crucial role in building and maintaining strong customer relationships and ensuring compliance with industry regulations internal and global processes and growth initiatives. This position will work very closely with the Sales Director to drive growth across aftermarket sales streams of Smiths Detection in India region.

This role will hold accountability of independently managing the relationships from aftermarket sales standpoint with major Key Accounts across these verticals Aviation Urban Security Ports & Borders and Defence and focus on increasing aftermarket revenue & profitability from the existing install base conversions and implementing strategies to win-back upsell & cross-sell digital offerings training offerings and other aftermarket adjacencies for increased revenue and profitability. This role will be responsible for identifying and converting new commercial aftermarket opportunities in the market alongside the team reporting into this role. This role will be leading a team of aftermarket assistant sales managers sales executives and aftermarket invoicing / coordination / support executives.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color religion sex sexual orientation gender identity national origin economic status disability age or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics where we celebrate support and embrace diversity.

At no time during the hiring process will Smiths Group nor any of our recruitment partners ever request payment to enable participation including but not limited to interviews or testing. Avoid fraudulent requests by applying jobs directly through our careers website ( Careers - Smiths Group plc)

Remote Work : No

Employment Type : Full-time

Key Skills

Information Systems,Instrument,Access,Agriculture,Corporate Risk Management,Cement

Department / Functional Area : Sales

Experience : years

Vacancy : 1