Cooling Spare Parts Business Development

Vedi l’offerta su Go Lavoro: golavoro.it/annuncio-lavoro/8m6zk7

Mission

Drive the growth of the Cooling Service Spare Parts business by shifting from reactive sales to proactive commercial engagement across Countries, projects and strategic customers (C&SP;).

Act as the Spare Parts Business Advisor, promoting VMI, dedicated stock and Spare Parts Kits, customized where required, while improving order conversion and forward demand visibility for SIOP and stock planning.

Key Responsibilities

Business Development and Customer Engagement

- Proactively identify and develop Spare Parts opportunities with Countries, key projects and strategic customers.
- Engage customers before spare parts requirements become urgent, positioning parts availability as a lifecycle and business-continuity solution.
- Act as a Spare Parts Business Advisor and help customers define the appropriate parts strategy for their installed base, criticality and operating model.
- Build a qualified pipeline and drive opportunities from identification through quotation, follow-up and order conversion.

VMI and Stock Strategy

- Drive deployment of the Cooling Spare Parts strategy across priority Countries and C&SP; accounts.
- Promote Vendor Managed Inventory (VMI), dedicated stock and locally available stock solutions for strategic customers.
- Develop the commercial value proposition for VMI, connecting availability, risk reduction, lead time and business continuity.
- Coordinate with relevant stakeholders to define commercial scope, ownership, replenishment principles and performance expectations.

Spare Parts Kits and Customized Solutions

- Increase the adoption of recommended Spare Parts Kits on new projects and across the installed base.




- Position Spare Parts Kits early in tendering and project execution, rather than waiting for break-fix demand.
- Customize kits and parts recommendations when standard solutions do not fully meet customer requirements.
- Ensure the proposed assortment reflects equipment configuration, criticality, service model and customer expectations.

SIOP, Demand Planning and Commercial Execution

- Bring project pipeline, customer plans and installed-base insights into the Spare Parts SIOP and demand‑planning process.
- Provide forward‑looking demand visibility to support stock decisions and availability priorities.
- Promote disciplined order management and follow‑up to convert quotations and commitments into orders.
- Work cross‑functionally with Sales, Service, Tendering, Projects, Supply Chain and Operations to remove commercial and execution roadblocks.

Key Interfaces

- Country and Zone Service organizations
- Cooling Sales, Service Sales and Key Account teams
- Tendering Teams
- Supply Chain, Demand Planning and SIOP stakeholders
- Product and Service Offer teams
- Strategic customers and installed‑base owners

Core Scorecard for the Job Description

The following five KPIs should be listed as the primary measures of performance:

1. Spare Parts Sales Growth





Deliver sustainable sales growth across Countries, projects and strategic customers while protecting profitability.

2. Proactive Business Generation

Increase the share of business created through proactive customer engagement versus reactive requests.

3. VMI and Strategic Stock Deployment

Develop and convert VMI, dedicated‑stock and other strategic inventory solutions for priority customers.

4. Spare Parts Kit Attachment

Increase the penetration of recommended Spare Parts Kits on eligible new projects and installed‑base opportunities.

5. Pipeline and Demand Visibility

Build a qualified pipeline and provide forward‑looking demand visibility to support SIOP and stock planning.

Success Criteria

- Spare Parts activity progressively moves from urgent inbound requests to planned customer engagement and lifecycle campaigns.
- Priority customers have a documented and actionable Spare Parts, VMI or stock strategy.
- VMI and Spare Parts Kits become part of the standard commercial conversation for relevant customers and projects.
- Spare parts requirements are considered early during tendering and project execution.
- Countries have a visible pipeline, clear priorities and active support to develop Spare Parts business.
- Project, customer and installed‑base information is translated into actionable demand visibility for SIOP.
- Open quotations and opportunities are followed through to closure, improving order conversion and reducing ageing.
- The portfolio produces more recurring and predictable business while meeting profitability expectations.

Required Skills and Experience

Vedi l’offerta su Go Lavoro: golavoro.it/annuncio-lavoro/8m6zk7