Aftermarket Sales Manager

Company Description

PDC Machines, LLC is the world leading manufacturer of diaphragm compression systems and hydrogen refueling solutions.  We are driving the global hydrogen energy ecosystem by providing cutting-edge hydrogen compression technology that enables consumers, industries, and companies to abandon gasoline engines in favor of zero-emission fuel cells.    

Our mission is to lead the world’s advance to clean energy, and to progress the role of hydrogen in the energy transition. Our purpose is to have a positive lasting impact on the world, and we’re making it happen – for our community, for our planet, and for generations to come.  

Since 1977, PDC’s compressors have been the preferred choice of industrial gas companies for use in specialty gas, oil & gas, chemical, petrochemical, research, and renewable energy. Over the last 20 years we have shifted our focus to hydrogen energy as a fuel of the future. Today we are a key supplier of state-of-the-art solutions for both industrial gas and renewable energy companies.  

With sales and service offices in the US, China, Japan, South Korea, Germany, and Australia, PDC provides world-class support. Our compressors are backed by a US-based team of factory service technicians, engineers, and a global support network to ensure maximum compressor uptime. 

Job Description

The Aftermarket Sales Manager is a highly collaborative, empowered individual contributor role responsible for generating profitable sales bookings for current and potential customers owning PDC Machines and competitor equipment assets. 

The role will involve a high degree of global travel to customer sites to proactively engage and build customer relationships, verify and assess assets, understand customer needs, and then prepare and offer tailored proposals that emphasize the total cost of ownership (TCO) value proposition. 

Offerings will range from traditional quotes for spare parts, field services, repairs, and refurbishments, to performance assessments, long-term parts and service agreements, upgrades, replacements, remote monitoring, digital services, and other unique offerings. 

The candidate will also develop and manage strategic aftermarket relationships with key channel partners who in some regions provide services direct to the customer base.

The role reports to the Director of Global Sales and will collaborate across all teams within PDC Machines including new equipment sales, business development, product, engineering, manufacturing, finance, marketing, and in particular the aftermarket parts and field services teams, to satisfy customers and achieve desired business results. 

The candidate should have strong technical and commercial aftermarket experience with both a strategic growth-oriented mindset and proven ability to execute and deliver results.

Responsibilities

• Proactively engage customers.  Expecting ~50-75% travel to customer sites.  Manage aftermarket customer accounts and relationships, building a strong understanding of their organization, status of assets, needs, buying processes, and historical buying trends and develop appropriate account level targets and plans.
• Maintain asset and customer information globally.  Help develop and optimize single-source CRM and asset database systems.
• Collaborate with the new equipment sales team to ensure that all new assets and new customers are appropriately transitioned to aftermarket at the appropriate time.  As aftermarket and new equipment sales often overlap on customer accounts, ensure awareness of opportunities and activities.
• Assess customer needs and develop tailored proposals for recommended spare parts, field services, and other relevant aftermarket solutions.  This will include doing the appropriate technical and commercial research on sales and service history of assets, bills-of-material, cost, and pricing when possible, with engineering and technical back-office support as needed.  Apply value selling methodologies incorporating strong understanding of customer total cost of ownership to convince customers of the value proposition.
• Ensure orders are flawlessly handed off to the execution teams.  Maintain visibility of status of orders for your customers until successfully completed. 
• Seek customer and market feedback and bring back to PDC Machines to help drive continuous improvement and development of competitive aftermarket offerings.
• Help maintain and report on sales pipeline, segmented win-rates, pricing, and other relevant aftermarket metrics and develop appropriate sales plans to drive aftermarket bookings growth.
• Develop and manage long-term agreements with key customers and channel partners.  Ensure agreements are updated and renewed as appropriate.

Qualifications

• BS Engineering (Mechanical, Chemical, other) or equivalent.
• 10+ years of technical, commercial, and aftermarket sales experience preferred, ideally in industrial machinery.
• Ability to travel 50-75% to meet customers and PDC functions.
• Highly organized, detail-oriented, independent, self-starter.  Capable of managing multiple opportunities in various stages and ranges of complexity.
• Outstanding written, verbal, and presentation skills.  Ability to present solutions to customers and communicate market insights to the rest of the organization.
• Proficiency in English a requirement.  Other language skills a definite plus as candidate will engage customers globally.
• Proficiency in Salesforce CRM or similar.
• Work process and data-centric mindset.
• Flexibility of working hours. There are some territories that won’t align with local time zone that will require meetings outside of typical business hours. 

Additional Information

All your information will be kept confidential according to EEO guidelines.

PDC Machines is an Equal Opportunity/ Affirmative Action employer. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. 

If you have a disability and need a reasonable accommodation, please contact the Senior Director of Human Resources at 267-609-5414 or Hr@pdcmachines.com. PDC Machines is committed to the full inclusion of all qualified individuals.