Services Sales Account Manager

Job Description

Job Description

The Service Sales Account Manager is responsible for driving growth of the company’s service business by developing strong customer relationships, identifying service opportunities, and expanding recurring and project-based service revenue within assigned accounts.

This role serves as a key commercial point of contact for customers after the initial equipment or automation solution has been delivered. The Service Sales Account Manager works closely with customers and internal Service, Engineering, Sales, and Operations teams to understand installed-base needs and develop solutions that improve equipment reliability, performance, lifecycle, and uptime.

The ideal candidate is a relationship-focused sales professional who understands industrial automation and can translate customer operational needs into service opportunities.

Key Responsibilities

Account Management & Customer Relationships

• Develop and maintain strong relationships with key contacts across assigned customer accounts.
• Serve as a trusted commercial partner for customers regarding ongoing service and support needs.
• Conduct regular customer reviews to understand equipment performance, upcoming needs, operational challenges, and future projects.
• Maintain a strong understanding of the customer's installed equipment base, business priorities, and service history.
• Coordinate internally to ensure customer commitments and service expectations are effectively communicated and supported.

Service Sales & Revenue Growth

• Own and achieve assigned service revenue, bookings, and margin targets .
• Proactively identify and develop opportunities for:
• Preventive and scheduled maintenance
• Service agreements and recurring support programs
• Emergency and break/fix service
• Equipment upgrades and retrofits
• Controls and automation upgrades
• Spare and replacement parts
• Obsolescence and lifecycle management
• Technical support
• Training and other aftermarket services
• Develop proposals, quotations, and commercial solutions in partnership with technical and service teams.
• Follow up on open quotations and actively manage opportunities through close.
• Expand service penetration within existing accounts and identify opportunities to increase recurring revenue.

Installed Base & Lifecycle Management

• Develop a strong understanding of the installed base within assigned accounts.
• Proactively identify aging, obsolete, or high-risk equipment that may create future service or production challenges for customers.
• Work with technical resources to develop modernization, retrofit, and lifecycle-management recommendations.
• Help customers develop longer-term service and equipment-support strategies rather than relying solely on reactive service.

Internal Collaboration

• Partner closely with Service leadership and technical teams to ensure proposed solutions can be successfully delivered.
• Coordinate with equipment and automation sales teams to ensure effective transition from project completion into ongoing service support.
• Work cross-functionally with Engineering, Project Management, Operations, Purchasing, and other teams as required to develop customer solutions.
• Provide customer and market feedback to help improve service offerings and commercial strategy.

Pipeline & Commercial Management

• Maintain an accurate service sales pipeline and customer opportunity forecast.
• Document customer activity, opportunities, proposals, and follow-up actions in the company CRM or other designated systems.
• Monitor service sales performance against established targets and develop action plans to address gaps.
• Maintain appropriate visibility into upcoming customer needs and expected service demand.
• Support annual account planning and service growth initiatives.

Qualifications

• Bachelor's degree in Business, Engineering, Technical Sales, or related field preferred; equivalent relevant experience considered.
• 5+ years of experience in account management, technical sales, aftermarket sales, industrial service, or a related customer-facing role.
• Experience within industrial automation, machine building, manufacturing equipment, controls, robotics, or systems integration strongly preferred.
• Demonstrated ability to grow revenue within existing customer relationships.
• Ability to understand technical concepts and translate them into customer-focused business solutions.
• Strong communication, relationship-building, negotiation, and presentation skills.
• Strong organizational skills with the ability to manage multiple accounts and opportunities simultaneously.
• Comfortable working cross-functionally in a technical and operational environment.
• Ability to travel to customer locations as required.

Key Competencies

• Customer Focus
• Drives Results
• Business Acumen
• Builds Networks
• Persuades
• Communicates Effectively
• Action Oriented
• Collaborates
• Plans and Aligns
• Technical Learning

Success Measures

Success in this role will be measured through a combination of:

• Service revenue and bookings growth
• Gross margin performance
• Recurring service agreement growth
• Installed-base penetration
• Quote-to-order conversion
• Service pipeline development and forecast accuracy
• Customer retention and account growth
• Identification and conversion of retrofit, upgrade, and lifecycle opportunities
• Customer satisfaction and responsiveness

Salary Range: $90,000 to $120,000 USD