Aftermarket Service Sales Specialist

Nova Biomedical has united Advanced Instruments and Nova Biomedical under one brand, combining strengths to accelerate innovation and deliver world-class service across biopharmaceutical and clinical markets.

About the role

The Aftermarket Service Sales Specialist is responsible for managing and growing service revenue across an assigned installed base of customers for the BioProfile® portfolio. This role owns the proactive selling of service contracts, renewals, warranty conversions, preventative maintenance programs, and service upgrades across biopharma portfolios. This is a quota-bearing, consultative sales role requiring strong customer engagement, disciplined pipeline management, and the ability to position service value as a strategic investment. The successful candidate will collaborate with Inside Sales, Field Sales, Service Operations, and Customer Service to ensure predictable, recurring revenue growth and a world-class customer experience.

Responsibilities

• Own and execute the aftermarket service sales strategy for an assigned territory and installed customer base.
• Drive revenue growth through service contract renewals, warranty conversions, preventive maintenance programs, and service upgrades.
• Proactively identify and engage customers with expiring warranties, lapsed service coverage, or uncovered installed assets.
• Position multi-year service agreements and bundled service offerings to increase contract value, customer retention, and revenue predictability.
• Conduct discovery conversations to understand customer workflows, risk tolerance, uptime requirements, service needs, and budget cycles.
• Clearly communicate the value of service coverage, preventive maintenance, and compliance support within regulated biopharmaceutical environments.
• Serve as a trusted advisor to customers while balancing commercial objectives with long-term account health and customer satisfaction.
• Build, manage, and maintain an accurate pipeline of aftermarket opportunities within the CRM.
• Provide timely and accurate forecasts for contract renewals, warranty conversions, and other service opportunities.
• Maintain complete opportunity records, including documented customer interactions, next steps, and projected close dates.
• Partner with Product Management, Customer Service, Service Operations, and Field Service Engineers to align service offerings, scope, and delivery expectations.
• Collaborate with Inside Sales and Field Sales teams to identify cross-sell and expansion opportunities associated with new instrument placements and product upgrades.
• Work with Finance and Contracts teams to support pricing, internal approvals, and contract execution.
• Use CRM and sales enablement tools to track customer interactions, installed assets, service opportunities, and contract status.
• Maintain accurate installed-base information and proactively identify data gaps or risks associated with service coverage.
• Analyze asset reports, work orders, service events, and related information to identify customer needs and commercial opportunities.
• Provide management with feedback regarding service trends, customer objections, competitive offerings, and process improvement opportunities.
• Participate in regional or national customer meetings, trade shows, and service-focused events as required.
• Contribute to a collaborative, accountable, and customer-focused sales culture.
• Meet or exceed assigned service revenue and sales objectives.

Requirements

• Experience in life sciences, biopharma, analytical instrumentation, medical devices, capital equipment, SaaS, or insurance services strongly preferred.
• Data analysis experience dealing with asset reports, work orders, and service events.
• Proven ability to manage recurring revenue, renewals, contracts, and long-cycle customer relationships.
• Strong consultative selling skills with the ability to communicate technical and value-based concepts clearly.
• High level of comfort with CRM systems and sales enablement tools.
• Excellent organizational, forecasting, reporting, and time management skills.
• Familiarity with sales technology stack (Salesloft, ZoomInfo, LinkedIn Sales Nav) is a bonus.
• 2+ years of sales or related experience, preferably in aftermarket, service sales, renewals, contracts, account management, or laboratory admin/research.

Physical Requirements and Working Conditions

• Comfort with working at a computer for extended periods.
• Capacity to lift and carry up to 25–50 pounds as required.
• Able to communicate effectively via phone, video, and written communication.
• Occasional need to move about the office to access meetings or resources.

Benefits

• Flexible Medical, Dental, & Vision Coverage
• Competitive 401k company match
• Bonus Program
• Generous PTO and paid holidays
• Generous Tuition reimbursement
• Hybrid and flexible work arrangements
• Professional development, engagement, and events
• Company marketplace for lunch and snacks in Norwood, MA; Billerica, MA; and Westbrook, ME offices
• Company subsidized cafeteria in Waltham, MA office

Pay

Targeted salary range: $90,000 to $105,000 a year. Actual compensation will be commensurate with the candidate’s experience and may vary based on individual factors such as location, skills, and education.

About the Company

Nova Biomedical powers breakthroughs that improve lives through smart, science-driven solutions trusted in over 100 countries. The integration of Advanced Instruments and Nova Biomedical brings together more than 70 years of scientific excellence with cutting-edge innovation. With FDA-registered, ISO-certified manufacturing, over 125 FDA approvals, and industry-trusted diagnostics, Nova Biomedical sets new standards in quality and reliability. A global leader in osmolality testing and biotechnology IVD instrumentation, Nova Biomedical is dedicated to advancing patient care and scientific discovery. Headquartered in Norwood and Waltham, Massachusetts, Nova Biomedical employs nearly 2,000 people worldwide and fosters a collaborative, mission-driven culture grounded in values of Customer Centricity, Ingenuity, Ownership & Accountability, Collaboration, and Integrity.