Aftermarket Sales & Business Development Lead

About JLG, an Oshkosh company

JLG began in 1969, when our founder, John L. Grove set out to resolve growing safety concerns in the construction industry. Since then we have been committed to understanding the challenges and delivering innovative solutions to the access market. We partner with customers to provide quality equipment, training opportunities and trusted support within the access industry. We are a global company, and our products—including mobile elevating work platforms, telehandlers, utility vehicles and accessories—can be found all over the world.

JOB SUMMARY:

This position is primarily responsible for driving aftermarket products sales growth and developing new aftermarket business opportunities in the Greater China region. Key duties include conducting sales analysis, formulating and executing sales strategies, managing pricing, leading aftermarket development projects (localization, Multiplier program, All-Fleet), and owning the Key Account (KA) & core customer relationship management for aftermarket sales. The core objectives are to achieve and exceed aftermarket sales targets, expand market share, and enhance customer loyalty through comprehensive aftermarket solutions. This role is reported to the aftermarket Sr. manager.

YOUR IMPACT

These duties are not meant to be all-inclusive, and other duties may be assigned:

Aftermarket Sales Analysis & Planning:

• Conduct comprehensive analysis of aftermarket products sales performance, market trends, and customer purchasing behavior.
• Decompose annual aftermarket products sales targets into actionable quarterly/monthly plans and individual KPIs for the sales and service teams.
• Develop and execute strategic sales plans to penetrate new markets and customer segments.

Aftermarket Products Development:

• Localization:​ Identify opportunities for parts localization. Collaborate with GPSC, Quality, and Engineering teams to develop plans, manage suppliers, and execute localization projects.
• Parts Multiplier Program:​ Lead the development and promotion of economical, high-volume common parts to increase customer touchpoints and loyalty.
• All-Fleet Solutions:​ Drive the development and commercialization of All-Fleet parts solutions, to capture a broader customer base.

Aftermarket Products Promotion & Marketing:

• Formulate, execute, and track the effectiveness of aftermarket products promotional campaigns and incentive programs.
• Develop marketing materials and sales tools to support aftermarket initiatives (Localization, Multiplier, All-Fleet).

KA & Core Customer Management & Sales:

• Own the aftermarket sales relationship for designated Key Account (KA) customers.
• Formulate and execute personalized account plans and visit schedules to build deep relationships and understand customer needs.
• Track the entire sales process for KA customers, including order follow-up, contract execution, and payment coordination, ensuring sales target achievement.

MINIMUM QUALIFICATIONS

• Bachelor's degree or above in Business, Marketing, Mechanical Engineering, or a related field.
• Minimum of 5 years of experience in sales, business development, or key account management, preferably within the construction machinery, automotive, or industrial parts sector.
• Proven track record in achieving sales targets and developing new business.
• Strong capabilities in data analysis, sales planning, and financial understanding related to pricing and cost.
• Excellent communication, negotiation, and presentation skills.
• Good command of written and spoken English.

STANDOUT QUALIFICATIONS

• Experience in the Aerial Work Platform (AWP) or related product knowledge is preferred.
• Experience in Greater China and Asia Pacific supply chain or sales management is preferred.
• Experience in Key Account (KA) sales or major account management is preferred.
• Experience in designing and executing marketing/promotional campaigns.