The Service Sales Leader is responsible for leading and supporting the service sales function across the European Business region, driving revenue through service contracts, lifecycle agreements, and service-related commercial opportunities.
The role focuses on managing a team of service sales professionals to convert systems approaching the end of warranty into service agreements, supporting pricing discussions, and identifying opportunities for upselling services and upgrades. The position works closely with service operations and commercial teams to ensure a consistent and effective approach to service sales across the region.
As part of the Service Leadership group, the role contributes to service sales planning, supports forecasting activities, and helps drive consistent processes and performance across the service sales function.
The role requires a structured and methodical approach to managing opportunities, tracking performance, and ensuring the team delivers against defined targets.
Main Responsibility
Service Sales Team Leadership
- Lead and support a team of service sales representatives across the region.
- Set clear targets and expectations for service contract sales and renewals.
- Monitor team performance and provide regular coaching and guidance.
- Conduct performance reviews and support individual development plans.
- Promote accountability and a results-driven team culture.
Service Contract Sales & Conversion
- Support the conversion of systems approaching end-of-warranty into service contracts.
- Guide the team on pricing approaches for multi-year service agreements.
- Ensure consistent handling of service contract opportunities across different markets.
- Support negotiations and customer discussions where needed.
Forecasting & Pipeline Management
- Maintain visibility of the service sales pipeline across the installed base.
- Support forecasting of service contract revenue and renewals.
- Track opportunities and ensure accurate reporting within CRM systems.
- Provide regular updates on pipeline status and sales performance.
Upselling & Service Revenue Growth
- Identify opportunities to increase revenue through extended warranties and additional service offerings.
- Support the team in identifying and progressing upsell opportunities.
- Encourage a proactive approach to customer lifecycle management
System Upgrades Support
- Work with commercial and service teams to identify upgrade opportunities within the installed base.
- Support the development and tracking of upgrade-related opportunities.
- Assist in aligning service sales activities with broader commercial plans.
Process & Ways of Working
- Help develop and implement structured processes for service sales activities.
- Ensure consistent use of CRM tools and reporting systems.
- Improve processes to make service sales activities more efficient and easy to manage.
- Support the introduction of standard approaches across the region.
Cross-Functional Collaboration
- Work closely with service operations, field service, and commercial teams.
- Ensure alignment between service delivery and service sales commitments.
- Support resolution of customer issues that impact service contracts or renewals.
Customer Service Leadership Team Contribution
- Contribute as part of the European Customer Service Leadership group.
- Provide updates on service sales performance, risks, and opportunities.
- Support broader service initiatives and continuous improvement activities.
Basic requirements:
- Bachelor’s degree in business, engineering, healthcare technology, or a related field, or an equivalent combination of education and relevant professional experience.
- 3–6 years of experience in service sales, contract sales, or related commercial roles.
- Experience working with service contracts or lifecycle service offerings.
- Previous experience in a team leader or senior sales role.
- Strong organizational and pipeline management skills.
- Good communication and stakeholder management abilities
Desired requirements:
- Experience in medical imaging, healthcare technology, or capital equipment industries.
- Experience working across multiple European markets.
- Familiarity with CRM systems and sales reporting tools.
- Ability to work in a structured and process-driven environment.
- Strong commercial awareness with the ability to identify upsell opportunities
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