Aftermarket Sales Manager

Oshkosh Corporation•Oshkosh, WI

2d•Onsite

About The Position

Oshkosh Defense, an Oshkosh company, is an industry-leading tactical vehicle manufacturer dedicated to meeting the evolving needs of its customers with advanced defense technologies. The Manager – Aftermarket Sales is responsible for controlling and monitoring all functionality over DLA & B2B/International Sales. This role ensures performance requirements, KPIs, and objectives align with annual Sales and OI Goals. It supports business growth initiatives, develops Aftermarket business through customer requests, third-party parts & service coordination, and direct domestic and international government solicitation. The role involves initiating due diligence for new/potential domestic and international Resellers, extensive customer contact, and planning/facilitating government and non-government meetings. Responsibilities include identifying all International Parts/Service sales and associated sales forecasts, coordinating parts movement and performance requirements for government programs/contracts, facilitating competitive parts pricing for sales profitability, and managing parts sales to support office and field requirements. The position requires representing Oshkosh at contract performance reviews, submitting and negotiating proposals, reviewing and signing responses to RFPs/quotations, and tracking program costs, schedule, and performance. It also involves preparing correspondence, assisting in identifying new business opportunities, and recommending pricing methodologies. Travel to customer locations may reach 25 percent.

Requirements

Bachelor’s degree in a related field and seven (7) or more years of relevant experience (equivalent to thirteen (13) years total in education and experience); or an equivalent combination of education and experience that demonstrates the ability to perform the essential functions of the role.
Excellent communication and interpersonal skills to build strong customer relationships.
Strong analytical and problem-solving skills to identify customer needs and develop appropriate solutions.
Project management experience.
Working knowledge of computer software (i.e. Microsoft suite of products including Word, Excel, PowerPoint, and Project).
Ability to travel frequently to visit customer sites and attend industry events.
Experience in growing sales.
Strong understanding of the defense industry, including procurement processes, military specifications, and government contract regulations.
Proven experience in sales, preferably within the defense aftermarket sector.
Proficiency in ERP JDE-E1 systems and sales forecasting tools.
Strong technical aptitude, experience with vehicle maintenance parts.

Nice To Haves

Experience with ProPricer also a plus.
PMP Lean-Six Sigma Green/Black Belt
Master's Degree

Responsibilities

Controls and monitors all functionality over the DLA & B2B/International Sales.
Monitors performance requirements, KPI's, and objectives to ensure alignment with annual Sales and OI Goals and Objectives.
Supports business growth initiatives.
Develops Aftermarket business through customer requests, third-party parts & service coordination, and direct domestic and international government solicitation.
Initiates required due diligence activities for new/potential domestic and international Resellers.
Involves extensive customer contact.
Plans and facilitates various Government and non-Government meetings and visits.
Responsible for identifying all International Parts/Service sales and the associated sales forecast (i.e. maintain Sales Pipeline).
Coordinates all parts movement and performance requirements to support assigned government programs/contracts related to parts and service contracts.
Facilitates competitive parts pricing guidelines to ensure sales profitability (OI).
Manages and directs parts sales in supporting the office and field in all phases of parts requirements.
Works in liaison with corporate departments to avoid and resolve all issues and concerns.
Represents Oshkosh at key contract performance reviews (PMR's) and customer briefings.
Executes program management functions required for timely and compliant contract performance.
Submits and negotiates proposals for new business and contract changes.
Reviews and signs response to requests for proposals/quotation per Contracts signing authority guidelines.
Tracks, analyzes and reviews reports to ensure that costs, schedule, and performance under assigned government programs are being controlled and managed within established guidelines.
Prepares additional data and/or correspondence as may be required by corporate management.
Assists in identifying new business opportunities.
Identifies and recommends pricing methodologies for contracts and proposals.