Renewal Parts Sales Manager (ma24110)

Renewal Parts Sales Manager

Office Location: Houston, TX

Business Function/Department: Logistics & Procurement/Renewal Parts Sales

General Role Description

Develop and maintain a renewal parts sales organization to ensure achievement of the Mid-Range Plan (MRP) commitments related to renewal parts within a set of capital and human resources

Role Accountabilities

– Build and lead a team of committed and capable employees to ensure successful execution of the renewal parts sales strategy

– Develop and execute a plan to grow renewal parts sales current and potential clients across the Company's served industries

– Develop relationships with a network of purchase influencers within current and potential client organizations, sales and service partners, end users, and Company personnel to position the Company to grow aftermarket sales of renewal parts

– Develop pricing strategies to maximize renewal parts margins as required

– Identify and solicit leads and referrals from current and potential client needs to maintain an active opportunity pipeline

– Recommend safety stock levels of renewal parts to immediate manager based on drives' forecasting and communicate approved levels to sourcing and warehouse management

– Determine and update ERP list price for parts

– Provide regular parts' forecast to immediate manager based on trends analysis

– Ensure KPI's are established, measured, and monitored, in coordination with appropriate personnel and used effectively to manage and improve renewal parts sales performance

– Proactively communicate, cooperate, and provide commercial and technical support to sales channel partners on all sales activities in the region

– Ensure quote-to-order conversions are trade compliant and meet contribution margin objectives

– Identify and recommend new and/or enhanced feature needs by soliciting feedback from internal/external clients, monitoring industry trends, and tracking the competitive environment to drive renewal parts growth

– Lead contract negotiations as necessary

– Ensure timely, accurate, and thorough creation and submission of commercial proposals, meeting client and business requirements

– Recommend renewal parts requirements in collaboration with appropriate internal and external clients

– Monitor and report status of progress of all major proposals to immediate manager

– Travel to client locations, both locally and regionally, in support of sales opportunities

General Employee Accountabilities

– Bring full effort to bear on tasks assigned by manager

– Give manager best advice

– Give earliest notice when work cannot be delivered as specified

– Cooperate and collaborate with peers and interact cross-organizationally as specified by manager

– Exemplify Company Core Values: Integrity, Client Focus, Team Orientation, and Personal Commitment

– Comply with all Company policies, practices, and procedures and all regulations and laws

– Recommend viable improvements proactively

– Ensure effective utilization of business tools and processes

Manager Accountabilities

– Build and lead a team of committed and capable employees

– Plan for, appropriately assign, resource, and integrate the work of the team

– Lead, expect, and implement continuous improvement

– Own the output of the team

– Ensure team members fulfill functional and general employee accountabilities

– Exercise effective managerial leadership to include

– Two-way managerial team workings

– Fair and just treatment of direct reports

– Context setting

– Planning

– Task assignment

– Ongoing performance management

– Coaching

– Selection and orientation

– De-selection and dismissal