Industrial MRO Services Manager

Van Meter Inc.
United States, Iowa, Cedar Rapids
Mar 06, 2025
Title Industrial MRO Services Manager Description Summary: The MRO Services Manager plays a crucial part in achieving our purpose of creating lasting value for those we serve by leading our MRO Services business and embodying our culture and values. The MRO Services portfolio includes maintenance, repair, and operating supply chain solutions, as well as technical support and workforce training. In this role, you will manage a team of sales professionals dedicated to helping customers achieve their business goals. You will collaborate with various teams to develop and execute customer engagement strategies, providing solutions to address MRO challenges. As a trusted advisor, you will help clients improve their business. We are looking for someone passionate about driving successful customer outcomes. This position requires excellent communication, leadership, team building, and sales skills. You will lead a team to execute business strategies and ensure consistency in deliverables while acting as a liaison between our partners and sales team. You will drive sales growth by managing the MRO Services portfolio, go-to-market strategy, and partner ecosystem, while also supporting regional business strategies and introducing new services to the market. Key Responsibilities & Essential Functions: Coach and mentor team members embodying Van Meter's culture and values Create a positive work environment by retraining and attracting talent committed to living our values and growing the business Manage the MRO Services portfolio, go-to-market strategy, and partner ecosystem Analyze market conditions and develop and implement an annual business plan to deliver on growth targets while coordinating with marketing, sales, and operations Analyze sales data, monitor service metrics, and implement improvements to achieve goals Lead annual sales planning for the MRO Services portfolio Ensure a sufficient funnel to achieve plan and keep CRM data up to date Develop and execute customer engagement strategies and track performance to achieve desired outcomes Develop and implement strategies to outmaneuver competition and grow market share Collaborate with Marketing to define campaigns, develop collateral, and implement marketing programs Provide Sales Enablement on industry trends and solutions Train internal staff on the Van Meter MRO Services portfolio, including features, benefits, applications, and markets Act as a liaison between delivery partners and the sales team Manage relationships with our delivery partners including Rockwell Automation, supplyFORCE and Vantage while navigating issues Drive sales leaders in the execution of supply chain services contracts Oversee and coach the sales team in the implementation and renewal of both new and existing enterprise and local strategic MRO Services agreements with internal and external stakeholders Ensure compliance with delivery partner and customer service agreements Develop a TCO process and cadence to effectively capture savings to satisfy contracts Lead ROI discussions with customer leadership, identifying opportunities, and document benefits Effectively articulate the value proposition of Van Meter's enterprise maintenance, repair, and operating supply chain services offerings internally and externally Serve as a trusted advisor to help clients improve their business Actively seek out and participate in formal and informal training opportunities Critical Success Factors: Creative thinker with a positive attitude and a growth mindset Driven to mastery and improvement focused Excellent executive-level communication skills (interpersonal and written) to align and influence customers and internal stakeholders Ability to present and communicate complex technical, services, and financial concepts clearly in the customer's terms Customer-focused and collaborative, with the ability to develop rapport with customers and peers Comfortable asking probing questions and handling objections Adaptable to change, self-motivated, and able to manage complexity Quick learner who prioritizes high-value tasks Follows through consistently and seeks feedback Ability to effectively resolve complex issues in creative ways to achieve healthy outcomes Ability to inspire, influence, empower, coach, and motivate others Active listener with a strong ability to anticipate objections and manage complexity Deep understanding of Van Meter, partners, and competitors' Services and Automation portfolios Understand how Van Meter and partner solutions meet customer application and capability needs Expertise in manufacturing plant operational processes and how Van Meter MRO Services solutions benefit specific industry segments In-depth understanding of the sales process with the ability to lead and execute it effectively Understand typical buyer, user, and influencer personas within a customer and their unique business drivers Proven outcome-based seller with an understanding of industrial business drivers Job Requirements/Specifications: Minimum 2-year degree or technical education and equivalent experience required 5+ years of sales experience in Industrial Automation, IT or Software fields Experience building, leading, and managing a team at a technology/SaaS company or consulting/services organization preferred Knowledge of and experience with Rockwell Automation Services preferred Minimum of 7 years working with End User manufacturers Demonstrated experience and understanding of end-to-end plant financial drivers and operational processes Local travel is required (approximately 50%) to support customers Strong knowledge of business processes, including sales, marketing, HR, and customer service Proficient in Microsoft Office (Word, Excel, PowerPoint) Work Environment & Physical Demands O=Occasional, less than 1 time per week Lifting Carrying Pushing Bending at the waist Twisting upper body Climbing Balancing Kneeling Crouching Crawling Reaching Wet Confined area High places Explosive materials Fumes Odors Dusts Mists Gases Poor ventilation S=Some, less than 1/3 of the time Standing Walking Working with hands Working with fingers Vision acuity-far Works alone Non-standard work shift Extended day Work outdoors Mechanical hazards Electrical hazards F=Frequent, from 1/3 to 2/3s of the time Sitting Works with others Cold Heat Temperature changes Humid Noise Vibration Work indoors C=Consistent, more than 2/3s of the time Talking Hearing Vision acuity-near Depth perception Field of vision Color vision Driving Customer contact Full-Time/Part-Time Full-Time Shift -not applicable- Tags Position MRO Services Manager Location Cedar Rapids About the Organization EOE Statement We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law. This position is currently accepting applications. Apply Now