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Aftermarket Business Development Manager, West Region

Location: Michigan City, Indiana, United States
Job ID: R0004620
Date Posted: Nov 28, 2021
Segment: Industry
Business Unit: Hitachi Industrial Equipment Systems
Company Name: Sullair, LLC
Job Type (Experience Level): Management
Job Schedule: Full time
Remote: No

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Summary of the position:

This role is responsible for drive revenue and growth for the aftermarket business in line with Sullair’s overall portable and stationary aftermarket growth strategies. This role will closely collaborate with the respective Sullair distributors and channel partners and provide leadership, direction and counsel to optimize the distributor sales force, sales processes and service capabilities.

Duties and responsibilities:

  • Aftermarket Sales Generation and Growth (Portable and Stationary):
    • Supports parts and services sales growth through Sullair’s distributors and channel partners in line with company growth objectives
    • Develops annual aftermarket sales business plan with distributors in territory and provides specific counsel and recommendations for achievement of plan
  • Aftermarket Support and Programs:
    • Serves as main contact for capturing VOD and VOD within region and provides feedback to aftermarket leadership
    • Develops short- and long-term channel partner strategies and associated parts programs
    • Drives regional aftermarket sales and service training across all channel partners and distributors
    • Leads development of short- and long-term parts stocking plans:
      • Recommended spare parts stocking lists
      • Cap&Cap assessments
      • Inventory recommendations based on regionalized market footprint
  • Service Support:
    • Trains and mentor’s distributor inside service and parts personnel on Sullair KPI’s to ensure consistent customer experience across all distributor branches
    • Set service training goals and monitor technical capabilities of channel partners:
      • Assist in creation of service programs and drifted customers.
  • Warranty audits and issue resolution:
    • Leads distributor and channel partner training on Sullair warranty systems and ensure requests are managed in timely manner in conjunction with Sullair Warranty Division
  • Post Sales Champion:
    • Acts as key liaison between distributor and Sullair customer service team providing end-to end support post sale
  • Basic Account Management:
    • Owns performance scorecards and playbooks across distributors and channel partners. Ensures performance objectives are being met, and gaps are identified and quickly addressed
    • Drives CRM engagement; actively uses company CRM tools to ensure territory/region is up to date and all opportunities are noted and tracked
    • Executes aftermarket sales programs and sales blitzes including planning activities to ensure program success.



  • Bachelor of Science Degree in Business, Engineering, Technical, or related field

Professional experience:

  • 6 or more years of relevant experience in Business, Sales, Technical, and/or Marketing fields
  • Experience working with independent distributors
  • Experience with go-to-market and channel concepts, practices and processes
  • PC Proficiency with emphasis on Microsoft office programs

Key behaviors:

  • Highly motivated with ability to plan and execute goals


  • Home Office
  • 40-60% expected travel
  • Eligible for Sullair Annual Sales Incentive Program

Direct reports:

  • N/A

The successful candidate is responsible for complying with Sullair’s Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.

Sullair is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.

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