The Weir Group PLC

  • 2017-16697

    Posted Date 8 months ago(10/12/2017 2:39 PM)
    Aftermarket Sales & Manager
    Job Location
    Shift Schedule
    Manages Others
  • Company Profiles

    Weir has been in business since 1871 and our sustainability and success has been built on attracting, retaining, and developing exceptional people.


    As a global company, employing around 15,000 people in over 70 countries, we reflect the diversity of our customers in the diversity of our people and ensure everyone is given the opportunity to flourish regardless of their gender, race, beliefs or background.


    Weir is an inclusive and innovative organisation where you can be your authentic self. We continually develop our talent and diversity of thought to keep our business relevant, innovative and successful for the future.


    Enabling our people to unleash their full potential is central to ‘We are Weir’, our vision, mission, and strategic priorities. We aim to be the most admired engineering business in our markets and we'll achieve that ambition by being the employer of choice in our markets.


    We offer a wide range of career opportunities across a variety of technical and business roles in engineering, manufacturing and service locations worldwide.


    Business Need / Purpose of Role

    The Aftermarket Sales Manager is responsible for the quotation and sale of Spare Parts & Service to support Weir Valve products worldwide. 


    Performance of all assignments is critical to Weir’s ability to support customers, grow our aftermarket business and allow customers to maintain their outage and site needs.

    Objectives & Measurement - Key Responsibilities

    The Aftermarket Sales Manager position is defined with (2) basic objectives: outlined below.   This position may be required to support Department and Company with special projects as necessitated.


    Parts Sales


    Supervise aftermarket parts coordinators to ensure relevant objectives and targets are being achieved.

    • Direct and coordinate parts quote process (Technical, quality, pricing)
    • Monitor and assure quotation responsiveness and on time quotations
    • Coordinate parts inventory and availability with Supply Chain to assure ability to meet market expectations for timely delivery to customers.
    • Develop/Manage price list relevant for common spare parts


    Recognize the different customer requirements to support nuclear and commercial quotes and develop processes that are appropriate for each sector.


    Establish parts sales department staffing, and training requirements to ensure  organization has the necessary talent, skills and competencies to achieve our targeted growth objectives


    Work in conjunction with outside sales channel to develop product sales plans, market targets, and sales forecasts to achieve/grow input and meet or improve on gross margin targets. 


    Collect and analyze data to define opportunities to grow and improve aftermarket performance. Develop/refine Key Performance Indicators (KPIs) to define progress. 

    Participate in development & review of Aftermarket strategy.


    Service Sales


    Manage the Service business by ensuring the following objectives are achieved:

    • Awareness / Implementation / Maintaining all Weir Safety requirements applicable to field service work.
    • Scheduling / Supervision to Field Service Personnel including ensuring they are dispatched in a timely manner to complete the customer scope
    • Professional communication between external customers and internal personnel
    • Customer requirements and satisfaction are met
    • Understanding the customer scope, provide a quotation for scope identified and complete scope of work once a purchase order is obtained
    • Ensure Field Service time sheets, trip reports, expenses, etc (all items associated with work associated with customer scope) are accurate, complete and adhere to Company policies.
    • Enters relevant customer details (quote, order, billing items, etc) into the company business system(s).
    • Support of After Hour Rapid Response is required. This involves being available after hours for field personnel and/or customer technical questions.  This will be a rotational support basis.
    • Participation with Instruction manuals. This includes developing and/or modifying all types of instruction manuals to assure the manual(s) are accurate, provide a safe work environment for disassembly and assembly, and the sequence of steps are detailed for use by the customer. 
    • Completion of technical papers/ bulletins as required to assist field personnel and/or customers in understanding our product.



    • Defined metrics
    • Input and margin targets
    • Defined quote turnaround times and on-time data
    • Quote Conversion rates
    • Forecast vs Actuals

    Job Knowledge / Education and Qualifications

    Education and/or Experience:

    Bachelor's degree in engineering preferred.  Three - Five years related experience with industrial products or energy experience preferred. Able to read and interpret a dimensional drawing (2D or 3D)



    Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.


    Mathematical Skills:

    Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.  Ability to apply concepts of basic algebra and geometry.


    Reasoning Ability:

    Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.


    Computer Skills:

    Computer Proficiency


    Physical Requirements:

    Must be able to move about the factory and communicate with other employees

    The employee must occasionally lift and/or move up to 15 pounds.

    Must be able to travel and move about the customers facility by climbing flights of stairs


    Work Environment:

    The noise level in the work environment is generally quiet. In certain areas of the facility personal protective equipment (PPE) is required, including safety glasses, steel-toed shoes, and ear plugs.


    The position may require occasional travel to customer sites, mainly in the US. Overall travel for the job will be 25% or less annually.  Travel would include visiting customer sites, trade show participation and/or training of sales channel / field personnel.

    Core Competencies

    Customer Service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets outage related or customer deadlines.


    Managing People - Includes staff in planning, decision-making, facilitating and process improvement; takes responsibility for subordinates' activities; makes self available to staff; provides regular performance feedback; develops subordinates' skills and encourages growth; solicits and applies customer feedback (internal and external); fosters quality focus in others; improves processes, products and services.; continually works to improve supervisory skills.


    Judgment - Displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process; makes timely decisions.


    Drive & Initiative - Focuses on results and desired outcomes and how best to achieve them; sets ambitious goals for self and/or others and tackles them with enthusiasm; initiates and generates activity, makes things happen quickly; self-starting, works under own direction; persists in spite of obstacles, finding appropriate solutions; looks for opportunities to progress work faster; undertakes self-development activities; seeks increased responsibilities.


    Cost Consciousness - Works within approved budget; develops and implements cost saving measures; contributes to profits and revenue; conserves organizational resources.


    Ethics - Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.  Complies with all Company policies and procedures including those pertaining to environmental health and safety (EH&S); determines appropriate action beyond guidelines; reports unsafe conditions.


    Communication – Writes & Speaks clearly and persuasively; listens actively and seeks clarification; asks appropriate questions; able to effectively present and discuss views and ideas; adjusts style and language to meet the needs of audience; shares relevant information; gives constructive feedback to others and is open to receiving feedback.


    Problem Solving – Understands and able to break down complex or diverse information; gathers and processes data to identify problems, draw conclusions and propose solutions; able to consider different options and alternatives and make appropriate recommendations; works well with others to resolve problems and implement solutions; uses reason even when dealing with emotional topics.


    Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.



    Overview of Ipswich Parts

    The Ipswich Aftermarket department is comprised of two groups: parts and service team. The two teams are primarily the inside interface for all customer parts and service enquiries for both nuclear and commercial.  The sizes of the teams vary depending on the market conditions and will be staffed accordingly to support the business objectives.


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