Manager, Service Sales

Work Schedule

Environmental Conditions

Job Description

About the Role

Thermo Fisher Scientific is seeking an accomplished Service Sales Leader to drive commercial growth of the CMD service business across South India. This is a customer-facing, field-oriented role based in Mumbai.

DESCRIPTION

How you will make an impact:

You will own the service sales commercial agenda for South India, driving revenue growth, expanding service contract penetration, and developing strategic customer relationships.

What you will do:

• Own and deliver service sales revenue, bookings, and commercial objectives for CMD across South India
• Develop and execute the regional service sales strategy aligned with business priorities
• Drive sales of service contracts, annual maintenance agreements, preventive maintenance solutions, upgrades, and value-added services across the installed base
• Identify whitespace opportunities and systematically increase service contract penetration and customer lifetime value
• Lead the commercial sales cycle from opportunity identification through quotation, negotiation, and closure
• Maintain a strong field presence, engaging customers regularly across the South India region
• Build trusted relationships with key customer stakeholders including laboratory leadership, procurement, operations, and senior decision-makers
• Position service solutions based on customer outcomes including instrument uptime, productivity, reliability, and total cost of ownership
• Lead commercial negotiations for strategic and high-value service opportunities
• Lead, coach, and develop a high-performing sales team, fostering accountability, customer focus, and consistent execution
• Manage service opportunities systematically through CRM and commercial tools, ensuring strong funnel discipline and forecast accuracy
• Leverage installed-base data and analytics to identify renewal opportunities and potential for additional coverage
• Utilize Excel and analytical tools to analyze sales performance, conversion rates, pricing, and commercial metrics
• Collaborate with Service Operations, Field Service, Product teams, Instrument Sales, Marketing, and Finance to deliver integrated customer experiences
• Partner with instrument sales teams to incorporate service offerings into new equipment opportunities
• Drive timely renewal of existing service contracts while identifying opportunities to upgrade or expand coverage

REQUIREMENTS

How you will get here:

• Master's degree in Business Administration, Sales/Marketing, Science, Engineering, or related discipline preferred
• 12–14+ years of relevant professional experience in commercial roles, service sales, aftermarket sales, or solution selling
• Team management experience required
• Demonstrated track record of delivering sales growth and consistently achieving commercial targets
• Experience managing service contracts, recurring revenue, or technically complex service offerings preferred
• Experience with customers in analytical instruments, scientific equipment, life sciences, diagnostics, laboratory technologies, or similar B2B environments advantageous
• Strong experience managing a geographically distributed customer base in a field-sales environment
• Experience handling senior customer stakeholders and complex commercial negotiations
• Strong working knowledge of CRM systems, quotation/commercial tools, and Microsoft Excel
• Commercial acumen with strong understanding of pricing, profitability, negotiation, and value-based selling
• Hunter mindset with ability to proactively uncover and create opportunities
• Strong analytical capability to work with sales data and translate insights into actions
• Excellent influencing and negotiation skills
• Ability to collaborate effectively across service, sales, technical, finance, and business teams

Travel requirements: Up to 50% travel required

Location: Bangalore, India