Sales Manager – Aftermarket

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.

Smiths Detection, part of Smiths Group is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

Key Responsibilities & Accountabilities:

• Work closely with the Sales Director to drive sustenance & growth of Smiths Detection’s 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.
• 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 organization’s policies and processes.
• Contribute to the organisation’s 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 organisation’s 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:

• Unquestionable integrity and work ethics.
• Self-starter and motivated individual with high level of initiative & desire to succeed through innovative and creative aftermarket sales strategies with strong negotiation skills with proven commercial acumen and customer objection handling capabilities.
• Fast learner & ability to understand & sell aftermarket solutions into unique and diverse operational environments.
• Must have the ability to create unique solutions for customers.
• Ability to handle complex situations, create solutions and drive them to closure, especially with the large and key accounts of the organization.
• Excellent communication skills and confidence to interact with senior officials and executives in customer organisations, with strong relationship management skills.
• Exposure to have worked in multinational cross-markets and cross-functions environment to achieve the aftermarket sales quota and growth plans.
• Systems and processes driven with sound analytical, presentation and reporting skills.
• Ability to operate successfully in a complex, matrix organisation.
• Extremely good understanding of manufacturing/project organizations and well as their commercial models.
• Proficiency and experience of working on ERP and CRM tools, and analytical tools like Power BI etc.
• Sound negotiation, influencing and stakeholder management skills.

Experience and Background:

• Senior sales professional with strong commercial acumen and extensive aftermarket sales experience with consultative and value selling approach.
• Technically strong and should bring rich experience in hi-tech sectors. Engineer with MBA preferred.
• 15+ years of industry experience, with at least 8-10 years in aftermarket sales leadership roles at a national or divisional level, and managing high performance sales team.
• Strong key account management experience will be highly useful and preferable.
• Must bring experience in managing the full aftermarket sales cycle, including proven exposure and demonstrated achievement in scaling aftermarket order book, revenue & profitability through innovative aftermarket sales strategies and exploring adjacencies and new revenue streams through digital, upgrades, trainings etc.
• Keen exposure to effective sales processes as well as systems to monitor, review and report aftermarket sales performance and KPIs and metrices.
• Experience of working with high quality multinational businesses having matrix reporting structures.

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 career’s website (Careers - Smiths Group plc)