Director - Aftermarket

Head, Aftermarket is the end-to-end P&L owner for Milacron India's aftermarket business, spanning spares revenue, service delivery, customer success, and channel economics.
This role is intended to create a single accountability centre for aftermarket growth and is expected to unlock Whitespace revenue across the installed base by establishing structured coverage, pricing discipline, and cross-functional execution rigour.
Core Responsibilities
P&L Ownership & Revenue Growth
• Own the complete national aftermarket P&L – spares revenue, M-Powered, retrofits, service billings and new AM product lines
• Set and deliver annual revenue targets in partnership with Head of Sales & Marketing and Regional leadership
• Protect margin guardrails across pricing, channel economics and service billing models
• Lead monthly AM reviews with Regional Aftermarket Heads; drive corrective action on revenue and coverage gaps
Strategy & Growth Roadmap
• Own the AM growth roadmap, including identified growth initiatives, installed-base monetization, M-Powered conversion, retrofit pipeline
• Identify and quantify whitespaces across the installed base and drive focused coverage through the KAM structure
• Define channel strategy – dealer network expansion, stocking norms, pricing discipline and genuine-parts compliance
• Build the customer value proposition for premium AM offerings; differentiate Milacron service from third-party competition
Organizational Leadership & Governance
• Lead and develop the central AM team (Spare Parts Coordinator, CSD Head, Trade & Services Marketing Manager, MIS Support) and regional team (Regional AM Heads, KAMs, Service Managers and Engineers)
• Provide input on Regional Aftermarket Heads' performance management (solid line to AM Head, dotted to Regional Business Heads)
• Run the governance cadence: weekly ops reviews, monthly regional P&L calls, quarterly AM strategy reviews
Pricing, Trade & Commercial Excellence
• Define AM pricing strategy – rack rates, scheme structures, contract pricing and promotional guardrails
• Lead trade scheme design, channel incentives and dealer performance tracking (via Trade & Services Marketing Manager)
• Benchmark pricing and product portfolio against competitors periodically (via Trade & Services Marketing Manager)
• Launch new AM products and own the conversion funnel
Service Delivery & Customer Experience
• Hold accountability for customer NPS, first-time-fix rate and service SLA compliance (via CSD Head)
• Oversee spare parts availability, fill rates and dispatch SLAs (via Spare Parts Coordinator)
• Ensure complaint closure within SLA; build a service quality feedback loop into regional AM governance
Capability Building
• Build AM capability across the organization – technical training for SEs, commercial training for KAMs, commercial literacy for regional leadership
• Own MIS infrastructure (via MIS Support); ensure data-driven performance management at all levels
• Develop a succession pipeline for critical AM roles across regions

Skills & Competencies
Technical & Commercial Expertise
• Aftermarket or industrial equipment domain expertise (capital goods / injection moulding preferred)
• Experience in B2B field sales and account management in capital goods or industrial equipment
• Channel economics, pricing strategy and margin management
• P&L ownership across sales and service lines
Analytics & Planning
• Data-driven performance management with strong revenue forecasting capability
• Strategic roadmap development and governance planning
• Target setting, pipeline tracking and proficiency in MIS / BI tools
Leadership
• Cross-functional leadership – ability to align Sales, Spares, Service and Supply Chain
• Executive and board-level communication
• Team building across central and distributed regional teams
Experience & Education
• 15+ years of total experience, with at least 5–7 years in aftermarket, service or B2B industrial sales leadership roles
• Demonstrated P&L ownership in capital goods, industrial equipment or allied sectors (e.g., compressors, machine tools, auto components, material handling)
• Proven track record of building and scaling aftermarket revenue including spares and service revenue streams
• Experience managing large, geographically distributed field teams (service engineers, sales managers)
• Exposure to channel/dealer networks and distributor management is a strong plus
• MBA or equivalent preferred; engineering background (Mechanical / Production) is advantageous

Deliverables & KPIs
Revenue & Growth
• AM revenue vs. target
• Initiative-delivery milestone closure
• IB penetration / service market share


Service Quality
• Customer NPS
• First-time-fix rate (%)
• Complaint closure within SLA (%)
• Chargeable SE utilization (%)

Commercial & Channel
• 100% spare parts delivery within 48 hrs
• Channel-led AM sales growth
• Scheme ROI
• AM customer acquisition cost (CAC)
• SE & KAM headcount / training / attrition vs. target

Physical Demands
To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk, and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 10 lbs. Specific vision abilities may include the employee’s ability to see near and far distances.
DISCLAIMER: The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of any employee assigned to this job. Nothing in this job description restricts management’s right to assign duties and responsibilities to this job at any time.