Global Services Business Development Director - IPH

About the role

The IPH division serves a substantial and growing installed base of process heating equipment across the Chromalox and Vulcanic brands globally. The opportunity to build a recurring service revenue stream, beginning with new project opportunities and expanding over time into the existing installed base is significant and largely untapped.

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, spare parts agreements, extended warranties, and Authorized Service Partner offerings, ensuring a consistent and scalable commercial offering across all regions.
• Maintain a competitive edge by monitoring 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, capital spare parts and extended warranty packages at the point of project close.
• Leverage equipment age triggers, parts inquiries, and the Authorized Service Partner network to open service engagement with the existing installed base.
• 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.
• Develop and implement the Authorized Service Partner (ASP) business Model, including financial model, 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 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.
• Promote a performance culture focused on recurring revenue growth, customer retention, and long-term value creation.

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.
• Demonstrated 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.

Core Competencies and Skills

• Commercial Acumen: Strong understanding of P&L management, service pricing strategy, and contract negotiation.
• Technical Knowledge: Familiarity with product portfolio and the operational requirements of aftermarket service delivery.
• Relationship Management: Exceptional interpersonal skills to build trust with customers and influence internal stakeholders.
• Data Analysis & Reporting: Proficiency in using CRM (e.g., Salesforce) and ERP systems (e.g., SAP) to track performance, create dashboards, and analyze customer data.
• Leadership: Ability to motivate teams, delegate tasks, and drive a high-performance culture.
• 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.