Services Business Development Leader

The Services Business Development Leader will be a strategic driver in expanding servicerelated revenue by identifying and capitalizing on growth opportunities. This role requires a dynamic approach to developing new business nurturing longterm customer relationships and transitioning clients from transactional business to valuedriven 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.

Business Development & Growth

• Identify and pursue new opportunities to expand HESCOs 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 decisionmakers across customer organizations to foster trust and longterm engagement.
• Act as a trusted advisor understanding customer challenges and aligning HESCOs services with their business objectives.
• Identify crossselling and upselling opportunities to maximize account potential.
• Utilize the companys Customer Relationship Management (CRM) software to document customer interactions opportunities and retention activities.

Sales Strategy &

• Utilize OutcomeBased 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 cocreate winning strategies for customer acquisition and retention.
• Serve as a resource for crossfunctional teams ensuring alignment of service offerings with broader business objectives.
• Mentor and guide team members to enhance servicerelated sales capabilities.
• Leads the Customer Success team to meet their goals of onboarding contract expansion and ontime renewal of contracts.

Market Positioning & Analysis

• Conduct competitive analysis to identify market trends and opportunities using insights to position HESCOs 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 OutcomeBased Selling.
• Exceptional relationship management skills with the ability to engage effectively at all levels of a customers 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 codeveloping 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 crossfunctional teams.