Aftermarket Inside Account Manager

Agilent Technologies•Wilmington, NC

4d•Remote

About The Position

Agilent's Service & Support Division is seeking a motivated Inside Sales Representative for the Aftermarket Service Sales organization on the Northeast Region team. This role focuses on selling Agilent's services portfolio to customers in an assigned territory through outbound and inbound sales activities via telephone, email, and other digital channels. The position involves growing the installed base through service sales and acting as the territory's Renewal Specialist, managing the end-to-end renewal of service contracts to protect and expand recurring revenue. You will collaborate with the Consultative Account Manager, field staff, and Contract Administration to retain and grow existing customers.

Requirements

Bachelor's degree or equivalent.
2+ years of experience in Inside Sales or equivalent.
Strong, broad familiarity with laboratory instrumentation and its maintenance requirements.
Familiarity with Agilent's service product portfolio and comfort communicating the CrossLab value proposition.
Proficiency with automated sales tools such as Salesforce CRM, Qlik, and SalesLoft.
Proven ability to meet or exceed quota and renewal targets.
Management of your own sales funnel, accounts, and renewal pipeline.
Regular communication of deals, issues, and opportunities with Sales Management.
Technical knowledge and strong communication skills when engaging customers.
Contract negotiation skills and a strong eye for detail.
Ability to work well within a team and with cross-functional partners (Contract Administration, Field Service, Account Managers).

Nice To Haves

Experience in aftermarket, service contract, or renewal sales strongly preferred.

Responsibilities

Sell Agilent's CrossLab services portfolio to new and existing customers in the assigned territory.
Handle complex leads; qualify and nurture them into business opportunities.
Manage your own sales funnel and accounts and forecast accurately.
Identify upsell and cross-sell opportunities, including converting time-and-materials (trade) customers to service contracts.
Partner with the Consultative Account Manager and other stakeholders to drive growth in the territory.
Solve non-routine issues, challenges, and problems within your field of specialization.
Own the full renewal lifecycle for service contracts in the territory, from opportunity review through quote, negotiation, and booking.
Review upcoming renewals well ahead of expiration; validate the installed base, pricing, and billing details before the offer goes to the customer.
Manage web-enabled renewal quotes, set them to "Sent to Customer" status, monitor automated reminders, and requote when customers request changes.
Identify multi-year contracts in the funnel and coordinate with Service Contract Administrators (SCA) on activation of subsequent years.
Track at-risk renewals and engage customers early to prevent churn and lapses in coverage.
Use each renewal to add uncovered instruments, upgrade coverage levels, and expand the scope of service.
Negotiate renewals that protect margin and follow the Approval Guide and Order Acceptance Policy.
Hold post-sales check-ins focused on value delivered, uptime, and upcoming needs, to build consultative, not transactional, relationships.
Report on renewal rate, attach rate, and forecast accuracy, and flag deals, issues, and risks to Sales Management.