POSITION SUMMARY:
The Director of Sales - Lifecycle Services drives revenue growth, profitability, and customer satisfaction by leading post-sale strategies and sales execution for parts, service, and value-add products across operating companies under the Food Automation Group for Duravant. Key responsibilities include driving sales of aftermarket service, parts, and value-add solutions products, ensuring that Operating Companies within the Food Automation Group create sales forecasts, establish value-based pricing of parts and service offerings, develop marketing strategies, assist in managing dealer networks, and improving customer experience. They align service offerings with customer needs and often lead cross-functional teams in sales, operations, and technical support to boost market penetration.
Candidates for this position are expected to be conversant with methods and practices of employee supervision, and project and task management. In addition, they are expected to be generally familiar with the technologies used in the various systems sold by the company, and their appropriate applications.
ESSENTIAL RESPONSIBILITIES:
- Provides commercial leadership for all Food Automation Global Aftermarket activities in sales, parts, and value add solutions influencing and driving the Food Automation Lifecycle Services P&L
- Responsible for growing Food Automation Lifecycle services revenue and margins YOY through expansion of products and offerings to customers.
- Develop and execute strategic plans, annual sales forecasts, and budgets to achieve aftermarket revenue and profit targets. Communicates and presents critical data, report summaries, market analysis, and strategic recommendations to all levels of the organization.
- Is responsible for and continuously looks for methods to grow revenue, increase margin levels and optimize customer satisfaction, while maintaining operational expenses and profitability consistent with budgets.
- Drafts, implements, and executes policies, procedures, and performance metrics to facilitate quality customer service experience.
- Actively influences other departments to perform their duties in such a way to decrease overall warranty exposure.
- Leads in overall product strategy for new and emerging service products in alignment with OC and aftermarket leadership.
- Conducts market analysis to develop service products (e.g. contracts, extended warranties, customer training) that are responsive to customer needs and market opportunities. (i.e. Customer Care, Rebuilds, etc.)
- Leads and prepares aftermarket product development objectives and schedules for all phases of product development and introduction to market, including development of marketing, sales, engineering, and financial plans, estimates of potential profits, and release to market.
- Reviews progress continually throughout product life cycle to ensure attainment of objectives.
- Direct and coordinates promotion of aftermarket products manufactured or services performed to develop new markets, increase share of market, and obtain competitive position in industry.
- Establishes and manages a strong working relationship and influence across Duravant's Operating Companies, partners, customers and technical experts across target industries and geographies; including with service leaders, account managers, technical sales.
POSITION SPECIFIC COMPETENCIES:
- Technical Job Knowledge
- Relationship Building
- Commercial Acumen
- Entrepreneurial
- Strategic Leadership
- Cross functional leadership
- Communication and Presentation Proficiency
- Teamwork/Collaboration
- Managerial Influence
- Comfortable working in a matrixed organization
- Data analytics
POSITION REQUIREMENTS:
- Bachelor's Degree in a technical or business field; MBA preferred
- 10+ Years of work experience; 5 years in a comparable management position
- Experience in running a +$200M Lifecycle Services Business
- Strong financial acumen and accountability with demonstrated YOY continuous growth of 10 - 15%
- Experience and success in developing and launching new lifecycle service products to fuel growth
- Demonstrated success of margin expansion through various initiatives
- Strong business analysis, problem solving, and strategy development skills
- Ability to interact at all levels of the organization, with customers, partners, and Duravant's Operating Companies
- Adopts a holistic systems perspective. Empathize with multiple points of view. Challenges assumptions
- High proficiency in building relationships, both internal and external
- Strong oral and written communication skills
- Ability to build commitment and consensus through effectively influencing others
- Ability to travel up to 50% of the time
- Knowledge of and proficiency with PC's - Office 365, CRM and ERP preferred
- Strong understanding and experience in operations and logistics
- Knowledge of manufacturing and engineering processes
PHYSICAL REQUIREMENTS:
Frequently required to sit, stand, walk, talk or hear; uses hands to finger, handle, or touch objects or controls.
The incumbent must occasionally lift, push, or pull up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
WORK ENVIRONMENT:
The position is a home-based position preferably located in the Atlanta, Georgia area.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
ADDITIONAL INFORMATION:
Duravant is a global engineered equipment company with an over 100-year operating history. Through our portfolio of operating companies, we deliver trusted end-to-end process solutions for customers and partners through engineering and integration expertise, project management and operational excellence. With worldwide sales distribution and service networks we provide immediate and lifetime aftermarket support to all the markets we serve in the food processing, packaging and material handling sectors. Duravant's market-leading brands are synonymous with innovation, durability and reliability.