Aftermarket General Manager

OVERVIEW:

Are you looking to work for a stable, growing company in essential industries? Come work for our international organization that is a key leader in the global markets, including oilseed processing, animal feed, breakfast cereal, snack food, biofuels and metal-packaging industries. CPM Holdings, Inc is a global leader in the design, production and marketing of high-quality, efficient, durable process systems, equipment and after-market parts and services across five core business segments: CPM (California Pellet Mill), Extrusion, Thermal, Metal Packaging, and Automation.

The foundation of our company dates back to 1883 and we continue to leverage our history, experience, and entrepreneurial spirit to increase our global presence through innovative organic growth and strategic acquisition opportunities.

JOB SUMMARY:

The Aftermarket General Manager is a member of the CPM Packaging Group Senior Leadership Team responsible for the overall growth and profitability of the CPM Packaging Group aftermarket business.

The Aftermarket General Manager is responsible for building CPM Packaging Group solutions worldwide aftermarket business and integrating Packaging Group products and services into this market. This role will grow the aftermarket business organically. In order to achieve these revenue goals and profit objectives, this position will provide innovative, cost effective, quality service and solutions to existing customers.

This position will review the company’s install-base, assess what products, solutions or services CPM Packaging Group is providing to date, understand the marketplace, develop and implement a strategy that will deepen its customer relationships, and grow the aftermarket business. This will be accomplished through the creation of unique concepts for selling aftermarket/services. These concepts may include spare parts, consumables, service upgrades and retrofitting CPM Packaging Group equipment.

This position will provide leadership and direction for the current aftermarket organization, which includes more than a dozen professionals divided between aftermarket sales and field service.

DUTIES AND RESPONSIBILITIES:

Strategy

• Drive business to aftermarket growth through strategies that increase revenue, margins and creates deeper customer loyalty.
• Develop strategies and business plan for new growth opportunities for parts, retrofits, and field service repair; drive the creation of solution sets.
• Develop business plans, revenue forecasts, budgets, organizations and metrics consistent with a customer-centric and profitable organization and manage aftermarket group to achieve desired results.

Structure and Training

• Develop and maintain effective aftermarket parts and service department processes to ensure internal and external customer satisfaction, including new technologies to make our team more efficient.
• Create and ensure the Aftermarket database and other infrastructure requirements for sales management, installed base and pricing are populated and maintained.
• Adopt and be an advocate for sales funnel management methods.
• Ensure pricing tools are maintained and available as selling tools and for pricing studies.
• Oversee technical training and development of the aftermarket team to provide tools and processes for excellent sales and service.

Growth and Profitability

• Create and monitor annual parts and service department targets that are aligned with operational and financial objectives.
• Understand profitability by customer, region and product line and develop strategies to maximize margins.
• Analyze history and customer future planned inventory to determine stocking levels.

Sales and Business Development

• Develop preventative and predictive maintenance contracts around customer onsite programs to increase machine uptime and improve product reliability.
• Align with engineering on the creation of machine upgrades/parts kits, etc. Work with engineering to identify list of aftermarket parts that will need to be made available to customers, based on new designs being released from engineering.
• Develop annual and multi-year Aftermarket sales plans that support monthly, quarterly, and annual sales goals.
• In partnership with product managers and director of sales, lead key account campaigns and strategy.
• In partnership with Salesand the Business Development Director, develop and implement aftermarket account plans for assigned high opportunity key customer accounts.
• Partner with Account Director ,ops and equipment product management to influence sales force effectiveness.

Product Management

• Gather "Voice of Customer" information in conjunction with internal operations.
• Evaluate competitors' product offering, features, market, business analysis, etc.
• Monitor plant shipping performance for the aftermarket.
• Develop and lead customer surveys related to customer satisfaction of spare parts, service and installation performance.

Customer Service Warranty and Aftersales Service

• Work with customers and team for root cause analysis on all warranty related items.
• Review weekly sales updates, including tracking of all opportunities Manage and monitor weekly / monthly spend for respective areas.
• Direct service operations and technicians for project execution, commissioning support, claim investigation and operational support at predefined service rates.
• Create dashboard to drive performance and continuous improvements in the areas of customer service, warranty costs and service.

Marketing

• In conjunction with Sales and Marketing, design go-to-market strategies, materials, and tools including website, literature, PDF technical sheets, mailers, etc.
• Originate documentation such as technical articles, proposals and outreach materials.

REQUIRED SKILLS/ABILITIES:

• A qualified candidate will have five years of full-time, relevant, professional experience, also in a management, decision-making capacity.
• At least five years of quality experience in a high volume, aftermarket sales and field service environment
• Proven track of successfully growing a business
• Ability to balance long-term thinking with short term results - able to think strategically, but also when necessary, to go down in details to understand the business up close
• Proactive and possess a high energy in order to lead change
• A practical change manager who can provide examples of executing substantial change in previous position
• Straight-forward with strong integrity but also non-pretentious
• Entrepreneurial drive – “doer” mentality
• Commercially Oriented - able to make good relations with key customers, ability to balance customer value and company profit value
• Must be an effective communicator, comfortable communicating at all levels within an organization and in the marketplace. Written and verbal communication skills, and presentation skills must be excellent
• Must be comfortable traveling as part of the responsibilities of this position. Travel most likely will average about 20-50%. In the beginning however, this executive must be comfortable traveling as much as required in order to become familiar with install-base customers, and his or her sales and service organization
• Experience of working in an international environment
• Must be sufficiently comfortable with understanding, interpreting, and manipulating computer-generated data, information, reports, and pertinent software applications.