Director of Aftermarket Revenue

Job Summary:

Thayer Scale is seeking a commercially driven leader to transform our aftermarket business into a proactive, growth-oriented revenue engine.

This role is responsible for driving revenue growth across our installed base of equipment by leading parts sales, service-related aftermarket activity, and customer lifecycle engagement. The Director of Aftermarket Revenue will establish disciplined processes, increase customer touchpoints, and build a scalable system for sustained aftermarket growth.

This is a commercial leadership role focused on revenue, customer engagement, and execution—not a traditional parts management position. This role reports to the President, which reflects the revenue and margin impact of this part of our business.

Core Responsibility:

Increase recurring aftermarket revenue, customer retention, and lifetime value by implementing structured outreach, disciplined follow-up, and measurable growth initiatives.

Key Objectives and responsibilities:

• Drive consistent growth in aftermarket revenue through proactive engagement with the installed base
• Increase revenue per installed system through cross-selling, maintenance programs, and upgrade opportunities
• Develop and execute a structured plan to engage and activate Thayer’s installed base, including dormant and underdeveloped accounts
• Build and manage a pipeline of aftermarket opportunities (parts, service, upgrades) with clear visibility and accountability
• Establish proactive customer outreach and engage directly with plant and maintenance personnel to identify needs and opportunities
• Position Thayer as a partner in uptime, reliability, and lifecycle performance
• Ensure rapid response to all customer inquiries and achieve high standards for quote turnaround and follow-up
• Drive consistent conversion of service activity into parts and upgrade opportunities
• Analyze pricing and margin performance across the aftermarket portfolio
• Segment offerings into differentiated and commodity categories and apply appropriate pricing strategies
• Maximize margin on custom, proprietary components while improving competitiveness on commodity parts
• Drive overall gross margin dollar growth by balancing price and volume across product categories
• Implement and enforce CRM discipline across all aftermarket activity, ensuring accurate pipeline tracking and reporting
• Establish clear performance visibility through metrics including response time, conversion rates, and customer engagement
• Strengthen alignment between parts, service, sales, and engineering to improve customer outcomes
• Collaborate with Sales on key accounts and upgrade opportunities, and with Service to capture field-driven opportunities
• Provide feedback to Engineering based on field performance and customer needs

Other Job Requirements:

· <10% Travel to customer sites on an as needed basis

Supervisory Requirements:

· None

Education, Experience and Skill Requirements:

· Bachelor’s degree in Business, Engineering, or a related field preferred

· 5–10+ years of experience in industrial equipment, process systems, or custom machinery environments

· Demonstrated success in driving revenue growth within an installed base or aftermarket business

· Strong commercial acumen, including pricing strategy, margin analysis, and revenue optimization

· Ability to segment markets and apply differentiated pricing and sales approaches

· Proven ability to build structure and discipline in a previously reactive or unstructured environment

· Experience utilizing CRM systems (Salesforce preferred) to optimize activity, communicate cross-functionally and manage pipeline visibility

· Excellent customer engagement skills, with the ability to communicate effectively with both technical and operational stakeholders

· Comfortable operating in plant environments and discussing equipment performance and applications

· High level of personal accountability, urgency, and follow-through

· Strong problem-solving skills with the ability to act decisively in the absence of perfect data

Total on-target earnings expected to range from $ 175,000 to $ 210,000, with additional upside for strong performance.

ABOUT THAYER SCALE

Thayer Scale – Hyer Industries is a privately held manufacturing & technology company, specializing in the manufacturing of equipment used for the continuous weighing and feeding of bulk materials for a wide variety of industries. The company has one of the longest uninterrupted operating records for engineering and manufacturing specialized continuous weighing and feeding equipment in the United States. Founded in 1949 in a garage in Rockland, Massachusetts and relocated shortly thereafter to the neighboring town of Pembroke on the south shore of Massachusetts, the company has maintained its original business philosophy, product line specialization, and operating structure for more than a half century. Employee turn-over has consistently been very low permitting the company to develop a highly experienced workforce in each functional area of the business. This high degree of stability, continuity of leadership and laser-sharp product focus has been fundamental to the continued technical advancement of our uniquely designed conveyor belt scales and gravimetric feeders. It has allowed the company to grow from its early roots to its position today as one of the global leaders in the continuous weighing industry.

We are an equal opportunity employer with an excellent benefits package including medical, dental, vision, std, ltd, life insurance and 401K with company match.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be construed as an exhaustive list of all employee responsibilities, duties and/or skills required of all personnel so classified.

Job Type: Full-time

Pay: $115,000.00 - $125,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Tuition reimbursement
• Vision insurance

Work Location: In person