Lead Regional Account Manager Aftermarket

Norican Group • LaGrange, GA

5d

About The Position

This role serves as the primary commercial owner for corporate, multi-site, and strategic aftermarket customers, ensuring consistent account strategy, executive engagement, and cross-site coordination across Norican brands. Success in this role requires a balance of hands-on customer leadership, disciplined sales execution, achievement and overperformance of sales targets, KPI ownership, and people development, with strong cross-functional collaboration across Service, Engineering, Project Management, Supply Chain, Finance, and OEM Sales.

Requirements

• A bachelor's degree is preferred or comparable work experience in related field.
• 7+ years’ experience in industrial B2B sales or aftermarket sales experience preferred.
• Demonstrated success managing strategic, corporate, or multi-site customer accounts.
• Technical Skills: Proficiency in Microsoft Office, CRM required with AX preferred; Valid Driver's License with good driving record.
• Applicants must be authorized to work for any employer in the U.S.

Responsibilities

• Acquire new customers (conquest accounts) and expand share of wallet.
• Develop and execute strategic account plans for top-tier customers, including penetration, retention, and share-of-wallet growth.
• Personally engage with senior customer stakeholders, from plant leadership through C-suite.
• Develop, manage, and report on KPIs related to the Aftermarket OS Sales team.
• Supervise team by managing activities, resources, and responsibilities in conformance with established policies, practices, and procedures.
• Mentor team members on consultative selling and value-based positioning.
• Lead executive-level customer meetings and commercial negotiations.
• Establish visit cadence and coverage models for regional and corporate accounts.
• Ensure CRM data accuracy for accounts, equipment, opportunities, and sales activities.
• Provide consolidated weekly activity reports, forecasts, and customer insights.
• Support solution-based proposal development for complex, multi-site customers.
• Mentor team members on consultative selling and value-based positioning.
• Ensure accurate pipeline management and forecasting across the team.
• Establish and enforce consistent sales processes, forecasting rigor, and CRM standards.
• Organize and plan daily sales activities and visits to ensure comprehensive territory coverage.
• Utilize CRM systems to track customer engagement, sales activities, and revenue targets.
• Collect and analyze customer feedback to improve product offerings and service delivery.
• Effectively communicate with assigned inside sales representative, engineering, applications, service technicians, other Norican brand representatives in daily and long-term strategic plan to grow the business.
• Understand customer needs and market dynamics to effectively position products and services.
• Gather and maintain information about the customers, prospects and equipment within the territory in the company CRM system including any required tasks as assigned.
• Provide weekly activity reports, weekly itineraries, on-time submittal of expense reports, prepare and achieve regular territory forecasts.
• Conduct regular customer visits, both in-person and virtually, to assess needs and provide support.
• Present machine upgrade and parts replacement proposals that are solution-based for clients from all levels (C-suite to machine operators.)

Benefits

• Competitive health insurance options
• Employer paid Short-Term and Long-Term Disability coverage
• Employer paid life insurance
• Employer paid critical illness and accidental coverage
• 401k with employer match
• Paid vacation and sick time
• Paid holidays
• Annual bonus opportunity

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level