Job Description
Job Description
Description :
The Services Business Development Leader will be a strategic driver in expanding service-related revenue by identifying and capitalizing on growth opportunities. This role requires a dynamic approach to developing new business, nurturing long-term customer relationships, and transitioning clients from transactional business to value-driven contractual partnerships. As a key liaison between HESCO and its customers, this individual will deliver tailored service solutions, create competitive strategies, and collaborate with internal teams to meet revenue and growth objectives.
With continued success and growth in services revenue, the Services Business Development Leader will need additional support to manage the business. Positions such as Customer Success, Technical Field Resources, and additional Business Development roles will be needed to grow and retain the Service business. We are looking for someone who will eventually be able to build, manage, and grow this team.
Requirements :
Business Development & Growth
- Identify and pursue new opportunities to expand HESCO’s service offerings, targeting both existing customers and new markets.
- Develop and execute strategies to increase service revenue, focusing on converting transactional relationships into contractual agreements.
- Leverage market insights to design and propose tailored solutions that meet customer needs while driving incremental revenue.
Customer Relationship Management
Build and maintain strong relationships with key decision-makers across customer organizations to foster trust and long-term engagement.Act as a trusted advisor, understanding customer challenges and aligning HESCO’s services with their business objectives.Identify cross-selling and upselling opportunities to maximize account potential.Utilize the company’s Customer Relationship Management (CRM) software to document customer interactions, opportunities, and retention activities.Sales Strategy & Execution
Utilize Outcome-Based Selling techniques and the L.A.E.R. (Land, Adopt, Expand, Renew) methodology to achieve sales targets.Manage a personal sales funnel using CRM tools, providing accurate forecasts and insights to support strategic planning.Prepare and deliver impactful proposals, presentations, and quotations that align with customer goals.Collaboration & Leadership
Partner with internal product sales teams, technical experts, and external partners to co-create winning strategies for customer acquisition and retention.Serve as a resource for cross-functional teams, ensuring alignment of service offerings with broader business objectives.Mentor and guide team members to enhance service-related sales capabilities.Leads the Customer Success team to meet their goals of onboarding, contract expansion, and on-time renewal of contracts.Market Positioning & Analysis
Conduct competitive analysis to identify market trends and opportunities, using insights to position HESCO’s services for growth.Work with Marketing to develop targeted campaigns, webinars, and events that drive service awareness and engagement.Represent HESCO at industry events, webinars, and customer engagements, serving as a brand ambassador.Contract Management
Oversee the lifecycle of service contracts, ensuring all agreements are actively managed, updated, and renewed in a timely manner.Maintain a proactive approach to contract renewals by engaging customers early to assess needs, propose enhancements, and secure extensions or upgrades.Ensure accurate documentation and tracking of contract terms, timelines, and deliverables using CRM tools and other systems.Collaborate with internal teams to address customer feedback and align contract terms with evolving service requirements.Work closely with stakeholders to minimize service disruptions and maintain a high level of customer satisfaction throughout the renewal process.Analyze existing service agreements to identify and propose expansions or renewals that offer mutual value.Other Responsibilities
Contribute to the continuous improvement of sales and business development processes.Perform additional duties as assigned by leadership.Qualifications
Required :
7 years of proven experience in services sales, business development, or industrial automation, with a track record of exceeding revenue targets.Strong business acumen with the ability to identify and capitalize on market opportunities.Experience with recurring revenue models, including ARR contracts, and familiarity with advanced sales methodologies like Outcome-Based Selling.Exceptional relationship management skills, with the ability to engage effectively at all levels of a customer’s organization.Proficiency with CRM tools and sales analytics for opportunity management and reporting.Strong organizational, communication, and presentation skills, with attention to detail.Ability to adapt to changing priorities and perform some duties while traveling or after hours.Preferred :
Background in industrial automation systems and services.Experience in managing partnerships and co-developing strategies with external stakeholders.Knowledge of project management practices and tools.Work Environment
This position is based in Rocky Hill, CT, with occasional travel required for customer meetings, industry events, and collaboration with cross-functional teams.
