Job Description

Who We Are

At Loftin, we provide certainty in an uncertain world by delivering reliable generator power solutions our customers can count on. Family owned and operated for nearly 50 years, we’ve built a legacy on relationships, problem-solving, and doing things the Loftin way — with consistency, integrity, and a people-first mindset. We’re not just providing an elite experience in power – we’re empowering people. Our team is family-focused, growth-minded, and driven to provide solutions that last by developing people who never stop learning. When you join Loftin, you become part of something bigger — a community dedicated to powering progress and shaping a more dependable future.

Who You Are

You are a reliable, customer-focused problem solver. You effectively communicate, and listen, through cooperation and teamwork. You are always looking to improve whether learning something new or seeking ways to promote better quality. You are driven to do what it takes to get the job done!

Mission:

The Aftermarket Service Sales Manager is responsible for leading, developing, and driving the performance of the Aftermarket Service Sales team. Functioning as a working manager, this role maintains a personal book of business — including national accounts — while simultaneously coaching team members, setting and tracking department goals, and overseeing the full scope of the Aftermarket/Service sales department. The Manager serves as the primary internal champion for department success and as a direct point of contact for national and key strategic accounts, balancing hands-on selling with the leadership responsibilities required to elevate the team as a whole.

Obsessions:

• Lead, develop, retain and hold the department accountable. Oversee all day-to-day operations of the Aftermarket Service Sales department in alignment with organizational goals and the Director of Aftermarket Operations, ensure safety procedures are followed daily, and build team capability on sales processes, CRM, product knowledge, customer communication standards, and all Loftin-mandated tools through structured one-on-ones, field coaching, call reviews, and development planning for both new and experienced team members.
• Own key accounts as a working manager. Maintain an active personal book of business and serve as the primary account manager for national and major accounts assigned by the Director, providing a consistent, senior-level point of contact for high-value customers.
• Drive sales growth. Personally sell and direct the team to sell maintenance agreements, quoted service repairs, rental equipment, industrial sales, and value-based maintenance programs; identify newly started units and convert them to maintenance agreements at a 70% team goal; and coordinate with the Estimating team on all large projects.
• Manage performance and report results. Set clear, measurable expectations, hold the department accountable to goals and timelines, use Loftin-mandated tools to track individual and team progress, and report regularly to senior leadership on results, pipeline health, and areas for improvement.
• Deliver an above-average customer experience. Consistently require and provide a superior customer experience across all team interactions.

Expectations: To perform this job successfully, an individual must be able to perform each of the following expectations satisfactorily.

• Daily
  • Monitor team activity, open tasks, customer interactions, and action items to ensure timely follow-through across the department.
  • Maintain personal sales activity on national and assigned accounts, including customer outreach, job walks, site visits, and customer meetings as needed.
  • Document and analyze customer and team information to properly develop account plans and coaching priorities.
  • Ensure all team member communications and CRM documentation are being maintained accurately and consistently.
  • Identify customer needs and establish programs and offerings to meet those needs, both personally and through team direction.
  • Respond to and resolve, or appropriately escalate, customer and team issues in a timely manner.

• Weekly
  • Review individual and team sales pipelines and provide targeted coaching based on pipeline activity and performance trends.
  • Create and maintain all documentation pertinent to personal and team book of business, including sales reports, site visits, and quotes.
  • Conduct team check-ins to align on priorities, share insights, reinforce key behaviors, and address obstacles.
  • Identify opportunities for customer expansion and make recommendations for sales initiatives, programs, products, or added services.
  • Utilize company tools to track team and individual progress, identify areas for improvement, and explore expansion into alternative markets and environments.

• Monthly
  • Deliver a formal department performance report to internal stakeholders, including updates on maintenance agreement sales, quoted repair sales, new equipment sales, and value-based maintenance offerings.
  • Provide required updates to senior leadership and communicate any obstacles, resource needs, or risks proactively.
  • Facilitate individual performance reviews with each team member; document progress and adjust coaching plans as needed.
  • Aid and work with Rehlko AMPS team on submission of data, attendance in strategic growth meetings, and all other requests by the team.

• Quarterly
  • Present a comprehensive department status update including pipeline health, goal attainment, national account performance, and forward-looking strategy.
  • Review and refresh individual development plans and training curricula based on department needs and market conditions.

• Ad Hoc
  • Other duties and projects as assigned

Success Metrics:

• Most Critical Outcome:

• Company Planned Maintenance (PM) agreement additions to annual plan.

• Additional Measurements:

• Achieve >70% attachment rate on PMs with newly started up equipment by 2029. Improve rate steadily each year.
• 90%+ PM agreement retention rate.
• Consistent Customer Satisfaction Rating across the department.
• Personal attainment of annual national account revenue and maintenance agreement targets, as set with the Director of Aftermarket Operations.
• Measurable improvement in team member skills and performance, as evidenced by coaching records and individual goal attainment. To be measured as total contacts vs quotes, total quotes vs wins (close rate), and % increase in Owners Training.
• Timely and accurate reporting — all performance updates, pipeline reports, and stakeholder communications delivered on schedule.
• 100% of team’s activities are logged in Salesforce: includes all calls, meetings, emails, follow ups, quotes, opportunities, etc.

Qualifications/Experience/Education:

• 7+ years of experience, preferably within a similar technical service or support-oriented industry.
• Ability to deliver high quality work product.
• Must be highly organized and have strong verbal and written communication skills.
• Must be highly accountable self-starter.
• Strong problem-solving and analytical skills.
• Highly competent in the use of Microsoft Office 360 and other Microsoft products/systems. Strong technical aptitude, including ability to learn new systems quickly and train/support team in adoption.
• Strong technical aptitude, including ability to learn new systems quickly and train/support team in adoption.
• Must be able to successfully pass a background investigation, which includes a motor vehicle check, and drug screen.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Must frequently lift and /or move up to 10 pounds, and occasionally lift and/or move up to 25 pounds.
• Specific vision abilities required by this job include color vision, close vision, distance vision, depth perception, peripheral vision, and ability to adjust focus.
• Must be able to regularly talk or hear.
• The employee is frequently required to sit, use hands to finger, handle, or feel; reach with hands and arms.
• The employee is occasionally required to stand; walk; climb or balance and stoop, kneel, crouch, or crawl.

Comp & Benefits:

We offer a comprehensive compensation package. This includes benefit offerings you’d expect to see at a large company, all designed to help you take good care of yourself and your family. The benefits include:

• Choice of two subsidized Medical plans – PPO, and HDHP/HSA options
• Health Care and Dependent Care Flexible Spending Accounts
• Subsidized Dental and Vision plan
• Traditional 401(k) and Roth 401(k) plans, with an immediately vested dollar for dollar (up to 4%) employer match
• Disability – short-term & long-term, 100% employer paid
• Basic Life/AD&D, 100% employer paid
• Voluntary Life/AD&D available for employee, spouse and children
• Voluntary Critical Illness and Accident coverage
• Voluntary identify theft protection coverage
• Vacation and Paid Sick Time
• Paid Holidays
• Tuition Reimbursement

At Loftin Equipment Co., we don’t just accept difference — we embrace it, welcome it, and recognize the value it brings to our customers and employees.

Loftin Equipment Co. is proud to be an equal opportunity workplace. Equal opportunity and consideration are afforded to all qualified applicants and employees. We won’t discriminate based on, Veteran status, race, religious beliefs, national origin, age, gender, pregnancy, physical or mental disability, sexual orientation, or any other category protected by law.

Further, Loftin Equipment Co. is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and state disability laws.

Preferred method of response is via our Careers page ( https://www.loftinequip.com/careers/)

Power As A Certainty Since 1976