Aftermarket Sales Manager

The Aftermarket Sales Manager is responsible for driving revenue growth and client satisfaction through the strategic sale of aftermarket products and services. This role includes leadership over aftermarket sales functions, client relationship management, contract negotiation, and ensuring legal and commercial compliance in aftermarket engagements.

Key Responsibilities

1. Strategic Sales & Business Growth

• Develop and execute short- and long-term sales strategies for the aftermarket division.
• Drive customer retention, upselling, and penetration into new accounts.
• Achieve or exceed annual sales targets, profit margins, and market share goals.

2. Contract Management & Legal Compliance

• Lead all commercial discussions, including pricing, terms, and service levels.
• Draft, review, and negotiate aftermarket sales contracts, ensuring alignment with contract law, company policies, and industry best practices.
• Collaborate with legal teams to manage contractual risks and ensure enforceability of agreements.
• Maintain records of contracts and ensure post-sale compliance with terms.

3. Client Relationship & Market Development

• Manage relationships with key accounts, distributors, and service partners.
• Conduct client visits, site assessments, and service quality evaluations.
• Identify client-specific aftermarket needs and provide tailored solutions.
• Act as the main escalation point for contract performance and customer satisfaction.

4. Team Leadership & Performance Management

• Lead, mentor, and coach a high-performing aftermarket sales team.
• Conduct regular sales reviews and ensure ongoing performance improvement.
• Identify skills gaps and implement training and development plans.

5. Cross-Functional Collaboration

• Coordinate with Product Support, Legal, Engineering, Finance, and Logistics teams to align service offerings with customer expectations.
• Work closely with Supply Chain and Technical Teams to ensure availability of parts and timely service delivery.

Education

• Bachelor’s degree in Business Administration, Sales, Mechanical Engineering, or a related field.
• Postgraduate qualification in Business or Contract Law will be advantageous.

Experience

• 5+ years of progressive experience in sales and business development in the industrial, heavy equipment, or mining sectors.
• Minimum 2 years of leadership experience in a managerial role.
• Strong experience negotiating commercial agreements and managing customer contracts in a B2B environment.

Legal & Contractual Expertise

• Working knowledge of South African contract law and applicable commercial statutes.
• Proven experience in drafting, interpreting, and negotiating service-level agreements (SLAs), warranties, and maintenance contracts.
• Experience resolving contract disputes and managing risk in customer engagements.

Core Competencies & Skills

• Sales Acumen: Strong sales planning and execution ability, with a track record of revenue growth.
• Contract Negotiation: Skilled in negotiating terms, pricing, liability, and warranties to protect company interests while satisfying customer requirements.
• Commercial & Legal Awareness: Ability to interpret contractual clauses and assess legal/commercial implications.
• Analytical Thinking: Strong business judgment, forecasting, and data-driven decision-making.
• Communication: Advanced written and verbal communication skills, especially for formal proposals and negotiations.
• Leadership: Effective team motivator and problem-solver.
• Customer Orientation: Passion for delivering value through quality service and support.

Key Performance Indicators (KPIs)

• Sales revenue growth (year-on-year aftermarket performance)
• Contract conversion and renewal rates
• Contract compliance and customer satisfaction ratings
• New market penetration
• Gross margin performance
• Resolution of contractual disputes and turnaround time