The Service Sales Manager (SSM) is accountable for the overall success of Service Business activities within an assigned set of customer accounts. This role is responsible for growing revenue and profitability across System Services, Production Services, and System Engineering Support offerings.
The SSM ensuring customer operational needs are understood and translated into value-driven service solutions. This includes proactive data analysis, close engagement with account teams, development of targeted sales strategies, and leadership of customer-facing engagements. He/She leads the end-to-end sales cycle, including customer engagement, solution positioning, quote-to-cash management, and achievement of order and profitability targets.
This is a customer-facing role requiring strong communication, strategic selling skills, and close collaboration with cross-functional stakeholders. Periodic international travel is required to strengthen relationships with customers and regional Advantest account teams.
Key responsibilities
- Ensure timely renewal of existing Customer Support Agreements(CSAs) and warranty-to-support contract conversions.
- Developing strong value propositions, supporting or leading negotiations, and achieving defined business and profitability targets.
- Identify, qualify, and develop new service business opportunities within assigned customer accounts.
- Drive business development in close collaboration with Account Managers and cross-functional teams including Finance, Production Service, Service Marketing, Software Solutions, and R&D.
- Coordinate global service agreement scope, pricing, and Quote-to-Cash execution with local and global Service Sales Managers (SSMs),Production Service, and Marketing teams.
- Comply fully with all fiduciary responsibilities, policies, and controls governing the Quote-to-Cash process.
- Support the Regional Service Sales Manager in deal management for Customer Support Agreements, Engineering, Solution and Production Solution Services.
- Build and maintain strong, trusted relationships with both internal stakeholders and external customers across assigned accounts.
- Participate in closed-loop customer management activities to drive continuous improvement, customer satisfaction, and long-term account growth.
Job requirements
- Bachelor's Degree in Mechatronics Engineering, Electrical and Electronics Engineering, Business & Marketing or it's equivalent
- Minimum 5 years experience in a Business Development, Service Sales or Customer-Facing Support role
- Understanding of sales and marketing principles, particularly in value-based or solutions selling environments.
- Experience in Post Sales Services or Customer-Facing Support role within semiconductor, test and measurement, or capital equipment environments is a plus.
- Understanding of commercial dynamics and experience supporting or leading negotiations on service agreements and contract terms.
- Strong service sales skills, with the ability to position value-based service offerings aligned to customer operational and business needs.
- Proven ability to develop and execute sales strategies within complex,multi-stakeholder customer environments.
- Demonstrates strategic thinking to develop compelling, value-drivenservice solutions, including non-standard or customized offerings whenrequired.
- Strong collaboration skill to work effectively across cross-functionalteams to achieve optimal outcomes for customers and the business.
- Excellent written and verbal communication skills, with the ability toinfluence and engage multi-cultural, multi-country, and cross-functionalstakeholders (internal and external).
- Ability to analyze customer data and business trends to identifyopportunities, risks, and growth potential within assigned accounts.
- Excellent customer-facing communication and presentation skills, with confidence engaging at both operational and management levels.
- Strong relationship-building skills, capable of establishing trust with both internal stakeholders and external customers across regions.
- Self-motivated, proactive, and results-driven, with the ability to manage priorities and deliver against order and profitability targets.
- International Travel may be expected.
