Service Sales Engineer

Job Summary:

Service Sales Engineer

The Service Sales Specialist/Engineer is responsible for driving service-related business by identifying customer needs, proposing tailored service solutions, and maintaining strong client relationships. This role bridges the gap between technical service delivery and commercial sales, ensuring customer satisfaction while achieving revenue targets.

Role & responsibilities

Promote and sell service offerings for spare parts, upgrades, retrofits & field service products

such as Service level agreements, preventive maintenance, condition based maintenance, Digital services, repair, health checkup, etc.

Understand customer requirements and propose appropriate service solutions.

Prepare and deliver technical and commercial proposals.

Follow up on leads generated by self, Field Service Engineers and other channels.

Maintain and grow relationships with existing customers while identifying new business

opportunities.

Collaborate with service and technical teams to ensure smooth execution of service contracts.

Maintain accurate records of customer interactions, quotations, and sales activities.

Work with customers & operations team for timely Revenue & collection.

To meet Business KPI for service business (Order Booking, Revenue, Collection, Order GM%)

Follow all Organizational guidelines & policies related to business, global guidelines, Risk review processes & environment, health & Safety.

Keep up with the company Code of Conduct and maintain Behavioral requirements as per company direction.

Service Sales Process & delivery.

•In collaboration with the Service Sales Manager and/or Service Manager implements Service

sales strategy.

•Penetrates IB, promotes various upgrades, retrofit and value add solutions to the benefit of the

customer.

•Understands the establishment of related prices and prepares sales plans, reviews them, and proposes recovery plan(s) when needed.

•Regularly updates installed base in ServIS (the approved Service database) with the changes made at site.

•Plans and performs the right number of weekly sales visits, reporting them on SFDC.

•Reports leads/opportunities, manages and updates pipeline in SFDC.

•Sells Service product portfolio to expand ABB footprint in the designated area(s).

•Charts out and monitors sales proposals, tenders and follows up proposal statistics.

•Prepares ABBs Service offerings based on customer need and in coordination with the local Service Sales Manager. Communicates contract details in accordance with ABB offering and strategy. Manages administrative sales processes.

Volume and profit

•Utilizes IB database to understand the existing installed base (IB) and identifies and develops

sales opportunitiesfor Service products and solutions to penetrate the existing IB/new IBs in the market.

New opportunities

•Generates Service sales lead and develop new market opportunities by utilizing market trend

information, identifying, and exploring potential new service portfolios.

•Takes a One ABB approach to leverage other colleagues portfolios.

Customer approach

•Establishes long term customer relationships by understanding customer requirements and  applicableregulations and demonstrating indepth technical service product/solutions knowledge to promote Life Cycle Management (LCM).

•Registers customer feedback and ensures customer satisfaction throughout the sales process.

Challenges & Job requirement:

•Person will have to travel across all regions for Service Sales  min Travel time >80%

•Person may have to travel at short notices including odd hours & weekends.

•A person should have knowledge of robot operation & maintenance.

•A person needs to have the ability to communicate gently with customers (external and internal) in high-pressure situations and maintain a strong customer relationship.

•Ability to be proactive to support customer needs.

•Person must be able to manage rigors of Air travel and other forms of travel.

•The person has to identify & pursue sales leads for additional Robotic and system opportunities.

•It is required to think analytically.

•Ability to work autonomously and make sound judgments.

•Should be ready for the option to relocate if needed in future.

Success Criteria:

•Meeting Business KPI and Budget in terms of Order Booking, Revenue, Collection & Order GM%

•Meet Forecast as committed & maintain Say to do Ratio >90%

•Alignment with local service team, Review meetings and business commitment.

•Repeat Business from customer.

•RNPS/TNPS feedback from customers

•Customer survey feedback.

Knowledge, Skills & Experience needed:

•Candidate should be qualified BE/B. Tech/Diploma in Electrical/Electronics/Mechatronics

Engineering

•Total experience of 5-8 years

•Relevant Experience in Robotics customer Service sales field for 2-3 years.

•Service Experience of 2 years in Robot Operation & Maintenance.

•Experience of PLC systems, logics, communications, Field Buses and other robotic peripheral

equipments is an added Advantage.

•Person should be able to work independently.

•Ready to adapt new technology changes.

•Good basic knowledge of Pneumatic, Hydraulics, Mechanical and Electrical software and

Hardware.

•Comfortable with Extensive travelling

•Good communication skills

•Presentation skills

•Analytical thinking

•Experience from Business Development perspective.

•Assertive but not aggressive

•Appreciate if have knowledge of SAP and SFDC.

Thanks & Regards

Vijaya Shanthi

BVR People Consulting

If You are Interested for the above position Please share your updated Resume.