Service Sales Manager

ESSENTIAL DUTIES AND RESPONSIBILITIES

• To perform this job successfully, an individual must be able to perform essential duties and responsibilities satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Team Leadership & Sales Execution
• Lead, mentor, and performance-manage a team of Contract Sales Specialists to achieve and exceed service revenue targets (annual service contracts, preventive maintenance packages, point-of-sale warranties, and post-warranty conversions).
• Define individual sales targets, quotas, and KPIs aligned with broader organizational revenue goals.
• Standardize core sales processes, outreach strategies, and closing techniques for the contract sales team.
• Strategy & Commercial Operations
• Partner with leadership to define service sales positioning, pricing strategies, and promotional bundling at both Point of Sale (POS) and post-warranty touchpoints.
• Collaborate with Commercial Sales and Marketing to streamline lab conversion strategies and displace legacy competitor service footprints (e.g., BD, Beckman Coulter).
• Analyze key business metrics—including contract renewal rates, multi-year extension rates, average response time commitments, and contract margins—to identify growth opportunities.
• Cross-Functional Collaboration & Workflow Management
• Work closely with Field Service Leadership to align service contract deliverables with regional field engineer capacity and service turnaround expectations.
• Coordinate with Customer Service, Order Management, and Finance to ensure fast, friction-free processing of service quotes, purchase orders, and invoicing.
• Serve as an internal advocate for service sales tools, improving CRM accuracy, lead routing, and revenue forecasting visibility.

REQUIREMENTS & QUALIFICATIONS

• The requirements listed below are representative of the knowledge, skill, and/or ability required.
• 5+ years of successful commercial experience in life sciences, biotechnology, or medical device capital equipment sales/service sales, with at least 2+ years in a direct team management or regional leadership role.
• Bachelor’s degree in Business, Life Sciences, Bioengineering, or related discipline (Master’s or MBA preferred).
• Domain Knowledge: Strong familiarity with flow cytometry, cell analysis platforms, or complex analytical instrumentation environments.
• Business Acumen: Demonstrated track record of driving recurring service contract revenue, managing multi-year service agreements, and navigating complex institutional procurement processes (academic, pharma, biotech, and CRO labs).
• Operational Skills: High proficiency in CRM platforms (Salesforce/NetSuite) and data analytics tools for pipeline management, forecasting, and team KPI tracking.
• Communication: Exceptional verbal, written, and executive presentation skills; proven ability to negotiate and influence across internal teams and external stakeholders.

PHYSICAL DEMANDS AND WORK ENVIRONMENT