Key Accounts Service Sales Specialist - US Based

Becton Dickinson Medical Devices•Milpitas, CA

6d•Onsite

About The Position

The Key Accounts Service Sales Specialist is responsible for developing and executing service contract strategy for the largest and most strategic customers across the U.S. region. Reporting directly to the Director of Service Sales, this role owns national‑level account strategy, complex negotiations, and consolidated service agreements to drive sustainable contract revenue growth. The position partners closely with senior customer stakeholders and internal cross‑functional leaders to deliver long‑term value and deepen strategic relationships.

Requirements

Bachelor’s degree required; advanced degree a plus.
Minimum of three to five years progressive sales experience, with demonstrated success managing complex accounts and negotiations.
Experience selling service contracts, recurring revenue solutions, or long‑term agreements; life sciences experience strongly preferred.
Proven ability to negotiate and structure complex commercial agreements across multiple stakeholders and decision levels.
Strong strategic thinking, analytical capability, and creative problem‑solving skills.
Exceptional written and verbal communication skills with executive‑level presence.
Demonstrated ability to influence across a matrixed organization without direct authority.
Willingness to travel regularly for in‑person customer engagement and internal collaboration.

Nice To Haves

Experience managing national or enterprise‑level accounts within life sciences, diagnostics, or biomedical instrumentation.
Track record of consolidating agreements and driving scalable contract growth across large customer networks.
Familiarity with service business models, installed‑base selling, and lifecycle revenue strategies.

Responsibilities

Achieve or exceed assigned contract revenue targets for U.S. region, with accountability for accurate forecasting and pipeline management.
Develop and execute comprehensive, multi‑year service contract strategies tailored to the business needs and growth objectives of strategic customers.
Lead complex negotiations, including consolidated and enterprise‑level service agreements, pricing structures, and contractual terms.
Establish and maintain strong executive‑level relationships within customer organizations through regular strategic reviews and in‑person engagement.
Serve as the primary point of accountability for service sales strategy across key accounts, aligning internal teams to deliver cohesive customer solutions.
Partner cross‑functionally with Commercial Sales, Field Service, Marketing, Product Management, Finance, and Legal to drive aligned account execution.
Influence internal stakeholders to prioritize customer needs, remove barriers, and deliver differentiated value propositions.
Maintain deep understanding of customer environments, competitive dynamics, and market trends; communicate insights to inform strategy and decision‑making.
Deploy a disciplined approach to account planning, strategic prioritization, and execution to maximize contract penetration, retention, and growth.
Act as a role‑model leader within the Service Sales organization, providing mentorship, guidance, and best‑practice sharing to elevate overall commercial capability.