Normet Group
Website:
normet.com
Job details:
We are a global technology company developing innovative solutions for mining, tunnelling, and construction, improving project safety, environmental impact, and productivity. We offer premium equipment, all-round aftermarket services and high-quality chemicals and rock support as our core products to our customers. We operate globally in over 30 countries with more than 1,800 experts. At Normet, we commit to a culture founded in our Values - Caring, Committed & Courageous. We foster your talent, with us you shine.
Parts & Service Sales Manager / Sr. Manager – Mining & Tunnelling Equipment
Experience: 15+ Years
Industry: Mining, Tunnelling, Construction & Underground Equipment
Function: Aftermarket / Parts & Service Sales
Location; Hyderabad
The Parts & Service Sales Manager will be responsible for driving the growth and profitability of the
aftermarket Parts and Service business for mining and tunnelling equipment.
The position will lead customer relationships, aftermarket sales, service contracts, spare parts business, equipment lifecycle support, rental, and business development while ensuring high customer satisfaction and strong commercial performance.
The role requires a strong understanding of
underground mining, tunnelling equipment, spare parts, maintenance, field service, equipment uptime and customer operations.
- Key Responsibilities
- Safety Culture – Key Expectations
- Demonstrate Safety First leadership in all customer, site and internal activities.
- Promote a zero-harm mindset across Parts, Service, Rental and Rebuild operations.
- Ensure all field activities comply with company HSE policies, customer site safety requirements and applicable statutory regulations.
- Never compromise safety for sales targets, delivery timelines, machine uptime or commercial pressure.
- Ensure service engineers and technicians are properly trained, competent and equipped with required PPE and safety tools.
- Conduct and participate in toolbox talks, risk assessments, JSA/JHA and site safety reviews.
- Identify unsafe conditions and ensure corrective actions are implemented promptly.
- Encourage employees and contractors to Stop Work when an unsafe situation is identified.
- Promote reporting of near misses, incidents and unsafe acts without creating a blame culture.
- Ensure safe working practices during machine maintenance, troubleshooting, component replacement, rebuilds and commissioning.
- Work closely with customers to improve machine safety, operator safety and equipment reliability.
- Include safety performance as an important part of team and individual KPIs.
- Lead by example and demonstrate visible safety leadership during mine and tunnelling site visits
- Parts & Aftermarket Sales
- Develop and achieve annual Parts and Service sales targets.
- Drive growth of genuine spare parts, consumables, wear parts and maintenance kits.
- Develop aftermarket business opportunities from the installed equipment base.
- Analyse equipment population, parts consumption and customer maintenance requirements to identify business opportunities.
- Develop strategies to increase customer retention and share of wallet.
- Manage pricing, quotations, negotiations and commercial proposals.
- Monitor competitor activities, pricing and market trends.
- Service Business Development
- Develop and sell annual maintenance contracts (AMC), service contracts, rental/service packages and preventive maintenance programs.
- Identify opportunities for equipment rebuilds, overhauls, refurbishment and life-extension programs.
- Develop service solutions focused on reducing customer downtime and improving equipment availability.
- Coordinate with the service team for manpower planning, site deployment and contract execution.
- Ensure timely renewal and expansion of existing service contracts.
- Rebuild, Refurbishment & Lifecycle Business
- Develop a structured equipment rebuild and refurbishment business.
- Identify ageing equipment with potential for life extension.
- Develop rebuild proposals based on machine condition, operating hours and customer requirements.
- Promote component exchange, rebuild, refurbishment and upgrade solutions.
- Work with Technical/Service teams to develop scope of work and cost estimates.
- Build a pipeline of major repair, overhaul and rebuild opportunities.
- Develop customer ROI/TCO proposals demonstrating the benefit of rebuild versus new equipment.
- Rental & Used Equipment Solutions
- Develop the UG&I rental business for customers requiring short- and medium-term equipment solutions.
- Identify suitable machines and applications for rental.
- Develop rental packages including service, maintenance and parts support.
- Evaluate rental versus purchase/rebuild opportunities from the customer's perspective.
- Establish commercial controls covering utilisation, downtime, damage, maintenance and recovery.
- Develop lifecycle strategies for rental fleet equipment.
- Customer & Market Development
- Build strong relationships with mining companies, tunnelling contractors, EPC companies, infrastructure companies and equipment fleet owners.
- Develop relationships with key decision-makers including Procurement, Maintenance, Projects, Mines, Engineering and Operations teams.
- Conduct regular customer visits and understand equipment utilisation, maintenance practices and future requirements.
- Identify new customers, projects and mining/tunnelling opportunities.
- Develop strategic account plans for major customers.
- Collect and communicate market intelligence, competitor information and customer feedback.
- Installed Base & Fleet Management
- Maintain and develop an accurate installed-base / equipment population database.
- Track machine age, operating hours, maintenance history, parts consumption and service requirements.
- Develop machine-specific aftermarket plans.
- Identify potential opportunities for major component replacement, rebuilds and upgrades.
- Promote preventive maintenance and genuine parts to improve equipment reliability.
- Commercial & Business Management
- Prepare annual Parts & Service business plans and budgets.
- Manage sales pipeline, forecasting and order booking.
- Monitor gross margins, pricing and profitability.
- Ensure timely collection of outstanding customer payments in coordination with Finance.
- Review quotations and major commercial proposals.
- Develop long-term business strategies for aftermarket growth.
- Prepare regular MIS, sales reports, forecasts and management reviews.
- Team Leadership
- Lead and develop the Parts & Service Sales team.
- Set individual sales targets and performance objectives.
- Coach team members in customer management, technical-commercial selling and negotiation.
- Coordinate closely with Service, Sales, Supply Chain, Finance, Product Management and Technical/R&D teams.
- Ensure effective communication between HO and field teams.
- Develop manpower and competency plans according to business requirements.
- Cross-Functional Coordination
- Work closely with Service and Technical teams to resolve customer issues.
- Coordinate with Parts/Supply Chain to improve parts availability and delivery performance.
- Provide inputs to Product Management regarding product reliability, parts requirements and market needs.
- Support new equipment sales through aftermarket and lifecycle cost proposals.
- Ensure smooth handover from new-equipment sales to aftermarket/service teams.
- Key Performance Indicators (KPIs)
- Parts sales revenue and growth
- Service contract revenue and growth
- Aftermarket gross margin
- New service contract acquisition
- Contract renewal rate
- Customer retention
- Parts fill rate / availability
- Installed-base penetration
- Sales pipeline and order conversion
- Collection / receivables
- Customer satisfaction
- Service response and equipment uptime
- New customer acquisition
- Rebuild / refurbishment business
- Required Experience & Qualification
Essential
- Bachelor’s degree in mechanical engineering/ Diploma, Automobile Engineering, Mining Engineering, or a related technical discipline.
- 15+ years of relevant experience in Parts, Aftermarket and Service Sales.
- Strong experience with mining, tunnelling, underground equipment or heavy construction equipment.
- Proven experience in selling spare parts, service contracts and aftermarket solutions.
- Strong understanding of equipment maintenance and lifecycle requirements.
- Experience managing large mining/tunnelling customers and contractors.
- Strong commercial negotiation and business-development skills.
- Experience managing sales/service teams.
- Strong Service background with high-level of technical knowledge & Skill.
Preferred
- MBA/PGDM in Sales, Marketing or Business Management.
- Experience with underground equipment such as jumbo drills, bolters, LHDs, dump trucks, shotcrete machines, concrete pumps, Underground Utility vehicle, rock breakers, boom systems and associated equipment.
- Experience with ERP/CRM/ Sales force systems and aftermarket analytics.
- Required Competencies
- Strategic aftermarket business development
- Strong technical-commercial understanding
- Customer relationship management
- Sales & negotiation skills
- Contract management
- Business forecasting and budgeting
- Market and competitor analysis
- Team leadership
- Problem-solving and decision-making
- Strong communication and presentation skills
- Ability to work with senior customer management
- Willingness to travel extensively to mining and tunnelling sites
- Ideal Candidate Profile
The ideal candidate should be a
hands-on aftermarket professional with 15+ years of experience who understands both the
technical requirements of mining/tunnelling equipment and the commercial aspects of Parts & Service business.
The candidate should have a proven track record of converting the installed equipment population into recurring aftermarket revenue through
spare parts, service contracts, preventive maintenance, rebuilds, rental, Upgrader modification kit, component sales and lifecycle-support solutions.
The person should be commercially aggressive, customer-focused and capable of independently developing new business while leading a team and coordinating with internal functions
Come and share your courage to shine with us!
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