Director of Aftermarket Sales, China

POSITION SUMMARY

The Director, Aftermarket Sales, China is responsible for leading and growing the company’s aftermarket business across China. This leader will develop and execute the commercial strategy, strengthen relationships with customers and key industry stakeholders, and lead the sales team to deliver sustainable revenue growth, profitability, and market share.

The successful candidate will have deep knowledge of the Chinese industrial market and established relationships with major customers, Sinoma and other EPC partners, state-owned enterprises, and relevant government and industry organizations. This is a hands-on commercial leadership role requiring strong market presence, disciplined sales execution, and the ability to translate customer needs into profitable aftermarket solutions.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Commercial Strategy and Growth

• Develop and execute the China aftermarket sales strategy aligned with regional and global business priorities.

• Deliver annual revenue, order intake, gross margin, cash, and profitability targets.

• Identify opportunities to grow parts, services, repairs, upgrades, modernization, field support, maintenance agreements, and long-term service contracts.

• Expand the installed-base opportunity pipeline and increase the company’s share of customer aftermarket spending.

• Develop commercial strategies that balance revenue growth, competitive positioning, customer value, and profitability.

• Monitor market conditions, competitors, pricing, customer investment plans, and regulatory developments.

Customer and Stakeholder Relationships

• Build and maintain senior-level relationships with key customers, Sinoma and other EPC organizations, state-owned enterprises, government stakeholders, design institutes, and industry associations.

• Leverage an established professional network to open new opportunities and strengthen the company’s position in the China market.

• Serve as the senior commercial contact for strategic accounts and complex customer negotiations.

• Build trusted, long-term partnerships by understanding customer operations, business priorities, and equipment performance needs.

• Represent the company at customer meetings, industry events, trade associations, and government or regulatory forums.

Sales Leadership and Execution

• Lead, coach, and develop the China aftermarket sales and commercial team.

• Establish clear accountabilities, sales targets, performance expectations, and development plans.

• Build a disciplined commercial operating rhythm that includes account planning, pipeline reviews, forecasting, pricing, and opportunity management.

• Ensure opportunities are accurately maintained in the company’s CRM system from identification through closure.

• Improve sales effectiveness through customer segmentation, key-account planning, installed-base analysis, and targeted growth campaigns.

• Partner with service, product, engineering, supply chain, finance, and operations teams to develop competitive and executable customer solutions.

Commercial and Financial Management

• Maintain a high-quality sales pipeline sufficient to achieve short- and long-term growth objectives.

• Ensure appropriate pricing, commercial terms, risk assessment, and margin discipline.

• Lead major bids, proposals, contract negotiations, and strategic account agreements.

• Improve forecast accuracy and provide clear visibility into market opportunities, risks, and business performance.

• Monitor receivables and work with customers and internal teams to support timely payment and strong cash performance.

• Ensure all commercial activities comply with company policies, delegated authority, trade requirements, and applicable Chinese laws and regulations.

Other job duties as assigned.

EDUCATION AND EXPERIENCE

• Bachelor’s degree in engineering, business, or a related field; advanced degree preferred.

• Significant commercial leadership experience in China’s industrial aftermarket, cement, mining, heavy equipment, engineering, or related sectors.

• Demonstrated success leading a sales organization and delivering revenue growth, margin improvement, and increased market share.

• Strong knowledge of the China market, business environment, customer decision-making processes, and government and regulatory landscape.

• Established relationships with major industrial customers, Sinoma or similar EPC organizations, state-owned enterprises, government stakeholders, and relevant industry networks.

• Experience selling aftermarket parts, services, upgrades, repairs, maintenance solutions, or long-term service agreements.

• Strong financial and commercial acumen, including pricing, margin management, forecasting, contract negotiation, and risk management.

• Proven ability to lead, motivate, and develop a high-performing commercial team.

• Ability to operate effectively within a global, matrixed organization and collaborate across cultures and functions.

• Fluent Mandarin and strong professional English communication skills.

• Willingness to travel frequently throughout China and periodically across the APAC region.

COMPETENCIES

• Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

• Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

• English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, and rules of composition and grammar.

• Administration and Management — Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

• Personnel and Human Resources — Knowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.

SKILLS

• Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at

• Speaking — Talking to others to convey information effectively.

• Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.

• Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.

• Reading Comprehension — Understanding written sentences and paragraphs in work-related documents.

ABILITIES

• Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences.

• Oral Expression — The ability to communicate information and ideas in speaking so others will understand.

• Written Comprehension — The ability to read and understand information and ideas presented in writing.

• Written Expression — The ability to communicate information and ideas in writing so others will understand.

• Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.

PHYSICAL DEMAND AND WORK EFFORT

• Keying, typing, sitting, standing, and walking.

• Constant mental and/or visual attention. The flow of work requires focused, detailed attention in an office environment.

• The job is typically performed under comfortable working conditions; any disagreeable elements are generally absent during normal performance of the job.

• Compliance with company attendance standards. Generally, the hours are M-F 8-5. Additional hours will be required for peak periods (end of month close, special projects).

• Travel required up to 50%