Global Services Business Development

Spirax-Sarco Ltd.

About The Position

This is a founding commercial role focused on building a new service contract business from the ground up within the IPH portfolio. The Global Services Business Development Director will be responsible for creating a recurring service revenue stream by developing the service product portfolio, establishing pricing and contract infrastructure, building an Authorized Service Partner network, and enabling the sales organization to sell service contracts. This role requires close collaboration with regional sales teams, operations, finance, legal, and product stakeholders to ensure service offerings are effectively positioned and sold. The ideal candidate is a proactive commercial builder with a strong understanding of industrial markets and the ability to develop new business opportunities.

Requirements

Bachelor’s degree in Business, Engineering, Finance, or related field (Master’s an asset).
10+ years of experience in commercial roles within industrial equipment, process industries, or related sectors.
Demonstrates ability to negotiate high-value complex service or maintenance agreements.
Strong financial acumen and experience with pricing models, margin analysis, and risk evaluation.
Exceptional leadership, communication, and stakeholder management capabilities.
Ability to operate at both strategic and tactical levels.
Understanding of EPC and Base business customer dynamics, project sales cycles, and how service contacts attach to capital equipment sales in the industrial equipment sector.

Nice To Haves

Experience in the industrial process heating, electrical heat tracing, or adjacent industrial equipment sectors.
Experience with performance-based logistics, long-term service agreements (LTSAs), or outcome-based contracts.
Familiarity with international contracting and global customer negotiations.

Responsibilities

Develop and execute the global commercial strategy for IPH service contracts across the Chromalox and Vulcanic brands, driving recurring revenue growth through new project opportunities and the progressive development of the existing installed base.
Build and own the IPH service product portfolio including long-term service agreements, preventative maintenance programs, extended warranties, and Authorized Service Partner offerings, ensuring a consistent and scalable commercial offering across all regions.
Monitor competitive service strategies, market trends, and customer operating models to continuously strengthen the IPH service value proposition.
Lead service contracts attachment on new projects opportunities, working with Project Sales Engineers to position preventive maintenance and extended warranty packages at the point of project close.
Develop a separate commercial approach for the existing installed base leveraging equipment age triggers, parts inquiries, and the Authorized Service Partner network to open service engagement.
Lead development of service contract proposals and long-term service agreements (LTSAs) for strategic customers across all regions.
Negotiate high-value, complex service agreements with key accounts and global customers securing profitable long-term recurring revenue commitments.
Ensure all service contract terms align with business objectives, delivery capabilities, and risk-management policies.
Develop and manage the commercial framework for extended warranty and preventive maintenance packages in project bids, ensuring service revenue is captured during the project and warranty phases.
Build and manage the Authorized Service Partner (ASP) program, including partner selection, certification, commercial terms, and ongoing performance management.
Partner with regional Area Sales Leaders, Outside Sales Representatives, and Project Sales Engineers to position and sell service contracts within their existing customer relationship and active project pursuits.
Collaborate with Operations and Service Delivery teams to ensure commercial offerings are aligned with field delivery capabilities and available capacity.
Work with Finance to develop service pricing strategies, model revenue opportunities, and assess margin performance, and risk exposure.
Engage Legal to develop and maintain standardized service contract templates and a global commercial risk management framework.
Own the IPH service contract revenue target, driving growth through disciplined pricing, contract design, and annual escalation structures.
Improve pricing discipline and commercial positioning across all service tiers to strengthen margin performance.
Track and report contract pipeline, conversion rates, and recurring revenue performance against agreed targets on a regular basis to senior commercial leadership.
Develop and maintain accurate revenue forecasts for the global service contract portfolio.
Build and maintain strong relationships with key customer accounts, positioning Chromalox and Vulcanic services as long-term operational partnerships rather than transactional support.
Engage customers proactively during the project phase to establish service relationships before equipment commissioning is complete.
Support resolution of complex commercial service matters in collaboration with service operations leadership.
Enable and train regional sales teams to identify service contracts opportunities, position service offerings confidently, and close agreements within their existing customer base.
Establish global best practices, commercial processes, and governance frameworks for selling and managing service contracts.
Build the internal commercial infrastructure, service catalog, pricing tools, and contract templates, that the broader commercial organization uses to scale the service business.
Promote a performance culture focused on recurring revenue growth, customer retention, and long-term value creation.