Senior Director Service Sales

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Description

The Service Sales Leader is responsible for building and leading Forgent Power's service sales function to drive accelerated growth across the services portfolio, including startup & commissioning, modernization, maintenance, spares, training, and other services. This leader will define and execute the service sales strategy, establish a high-performing service sales team, and deliver measurable bookings and margin growth. This role will stand up a new service sales function, integrating existing and new resources, establish sales processes and governance, and partner cross-functionally to align service offerings with market demand. Success in this role is defined by building a scalable, disciplined, and customer-focused service sales engine that expands Forgent's presence in mission-critical markets.

Key Responsibilities

Service Sales Strategy & Planning

• Develop and execute a comprehensive service sales strategy aligned with Forgent's growth objectives
• Define target markets, customer segments, and priority accounts across geographies
• Translate portfolio capabilities into differentiated service value propositions

Organization Build & Leadership

• Design and stand up the service sales organization, blending existing and new team members
• Recruit, develop, and lead a high-performing team of service sales professionals
• Establish clear roles, territories, and accountability structures

Bookings Growth & Pipeline Development

• Drive growth across core service offerings: startup & commissioning, modernization/upgrades, maintenance, spares, training, and other services
• Build and manage a robust pipeline of service opportunities tied to installed base, project pull-through, and lifecycle opportunities
• Partner with product, project, and field services teams to convert installed base into recurring service revenue

Sales Process & Tools

• Develop and implement standardized sales processes, tools, and playbooks
• Enable consistent opportunity qualification, pricing discipline, and deal execution
• Leverage CRM and analytics to drive visibility, forecasting accuracy, and performance management

Quota, Compensation & Performance Management

• Establish sales quotas, incentive structures, and compensation plans aligned to growth objectives
• Implement performance management cadence, including pipeline reviews, forecast reviews, and territory planning
• Drive accountability through clear metrics and transparent reporting

Account & Market Development

• Lead strategic account planning and engage directly with key customers and partners
• Collaborate with regional leadership to align service sales with local market dynamics
• Identify and develop partnerships to expand service reach and capability

Cross-Functional Alignment

• Partner with Commercial Sales, Services Operations, Product Management, and Finance to ensure alignment on offerings, pricing, and delivery capability
• Drive feedback loops from customers and sales teams to continuously refine service offerings

Governance & Metrics

• Establish sales governance frameworks, including reporting, KPIs, and review cadence
• Track and report on performance metrics such as revenue growth, margin, win rates, pipeline health, and sales productivity
• Ensure disciplined execution and continuous improvement across the sales organization

Qualifications

Education & Experience

• Bachelor's degree in Business, Engineering, or related field (MBA preferred)
• 10-15+ years of experience in sales leadership, with a strong focus on services within electrical power, industrial, or mission-critical environments
• Proven experience building and scaling sales organizations in a growth or transformation environment
• Demonstrated success driving service revenue growth and managing complex customer relationships

Technical & Business Skills

• Strong understanding of electrical distribution systems and lifecycle services (e.g., MV/LV equipment, commissioning, maintenance, modernization)
• Experience with CRM systems, pipeline management, and sales analytics
• Strong financial acumen, including pricing strategy, margin management, and forecasting

Behavioral Competencies: Outstanding verbal and written communication skills; exceptional relationship building capabilities; strong attention to detail; high levels of professional proactive responsiveness.

• Outstanding verbal and written communication skills
• Exceptional relationship-building capabilities
• Strong attention to detail
• High levels of professional proactive responsiveness

Core Competencies & Behaviors

• Safety First: Champions a culture where safety is the top priority
• Quality & Precision: Drives right-first-time execution in all customer engagements
• Continuous Improvement: Actively builds and refines processes, tools, and capabilities
• Collaboration: Partners effectively across functions to deliver integrated solutions
• Accountability: Owns results and drives performance through clear expectations
• Customer Focus: Delivers solutions that solve real customer problems and create long-term value

Working Conditions

Standard professional office environment or structured hybrid remote arrangement. Requires prolonged periods of desk work utilizing phone systems, case management queues, and rapid computer inputs.

Performance Metrics

• Service bookings growth (YoY and against plan)
• As sold gross margin performance on service sales
• Pipeline size, quality, and conversion rates
• Sales productivity (bookings per seller)
• Forecast accuracy
• Installed base penetration and recurring revenue growth
• Customer retention and satisfaction

Disclaimer

The statements above are intended to describe the general nature and level of work being performed. They are not an exhaustive list of all responsibilities, duties, or skills required. Forgent Power reserves the right to modify, interpret, or apply this job description as needed.

Equal Employment Opportunity Statement

Forgent Power is an equal opportunity employer. We are committed to creating an inclusive environment for all employees. Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected class.

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