Aftermarket Account Manager

Hitachi•(JRA)Remote - JRHolland, MI

1d•Remote

About The Position

JR Automation, a Hitachi Group Company, is seeking an Aftermarket Account Manager to join their team. This full-time, remote position is responsible for developing and growing aftermarket revenue within an assigned portfolio of customer accounts. The role involves serving as the primary aftermarket commercial owner throughout the automation lifecycle, driving customer retention, account penetration, and revenue growth through the sale of various aftermarket solutions. The Aftermarket Account Manager will develop account strategies, identify opportunities within the installed base, and collaborate with cross-functional teams to achieve sales and profitability objectives. This role owns the aftermarket relationship, account strategy, revenue plan, opportunity pipeline, and revenue growth.

Requirements

Proven ability to identify, pursue and convert new business opportunities and/or commensurate experience in the automated solutions industry.
Strong consultative selling skills with the ability to understand customer needs to develop tailored solutions.
Excellent communication and presentation skills, with the ability to influence decision-makers at all levels.
High level of resilience, adaptability, and problem-solving skills with experience in a customer-focused environment.
Possesses a results-driven mindset with a track record of meeting or exceeding sales targets.
Demonstrated organization and time-management skills with the capacity to manage various projects, priorities, and deadlines.
Proficiency using CRM systems to document activities, track opportunities, and support accurate forecasting.
2+ years’ experience in a durable goods aftermarket business; automation integrator preferred.
Ability to collaborate effectively with cross-functional teams, including engineering, operations, Account Managers, Sales and leadership.

Responsibilities

Serve as the primary aftermarket commercial owner and relationship manager for assigned aftermarket accounts.
Develop and execute account plans to grow aftermarket revenue, increase customer retention, and expand share of wallet.
Establish and maintain strong relationships with customer stakeholders across operations, maintenance, engineering, procurement, and leadership teams.
Conduct regular account reviews to understand customer objectives, operational challenges, and upcoming business needs.
Identify, qualify, and develop opportunities for service contracts, preventative maintenance programs, enhanced warranties, emergency service support, training, spare parts programs, and retrofit/modernization projects.
Develop and maintain a robust sales pipeline to achieve assigned revenue and growth targets/quotas.
Lead opportunity management activities including discovery, qualification, proposal development and delivery, negotiation, and contract execution.
Drive service contract and initial provisioning parts attachment and renewal efforts across the installed base.
Identify aging equipment, reliability concerns, capacity constraints, and obsolescence risks that may create upgrade or modernization opportunities.
Collaborate with internal automation project teams and Account Managers to maximize parts sales, initial provisioning parts, and lifecycle support program attachments.
Collaborate with Inside Sales Representatives and Field Service Engineers to identify and pursue qualified sales opportunities generated through customer inquiries and quoting activity.
Coordinate with Inside Sales, Field Service, Engineering, Operations, and other internal groups to develop customer solutions and ensure successful execution of customer commitments.
Monitor customer satisfaction, daily spares and service activities to identify and resolve sales volume drift.
Develop customer-specific growth strategies based on installed base assessments, equipment lifecycle stages, and business priorities.
Maintain accurate opportunity, forecast, account, and activity information in the CRM.
Provide regular sales forecasts, account updates, and pipeline reviews.
Monitor contract performance, renewal schedules, and customer utilization of aftermarket services.
Support new automation projects and transitions to aftermarket by establishing engagement plans and identifying post-installation support revenue opportunities.
Conduct installed base reviews and health assessments to uncover additional sales opportunities.
Negotiate pricing, contract terms, and commercial agreements with established guidelines.
Represent the company at customer meetings, industry events and trade shows as required.
Achieve assigned revenue, profitability, service contract, parts, and account growth objectives.
Ensure compliance to company policies, commercial practices, and quality standards.