The Service Sales Director – Asia is responsible for driving service revenue growth and achieving regional service targets across Asia. This role leads the development and execution of the regional service strategy to expand service contracts, enhance customer lifecycle value, and strengthen long-term customer relationships across the installed base. As a regional leader, the Service Sales Director will oversee and develop service sales teams across Asia, ensuring strong execution, capability development, and alignment with the overall global service strategy.
Main Function:
Owns and drives the Service Sales in Asia in terms of the following:
- Service revenue targets and corresponding growth measurements for Asia region
- Service Contracts revenue and growth targets for Asia Region
- Increase of contract renewal rates and warranty conversion rates across the installed base
- Increase of penetration rate of the installed base in terms of active service contracts
- Drive Service strategy across region
- Development of service programs to drive new and incremental service activities in the market units
- Manage identified regional key accounts to drive customer loyalty and increase service business in general across the countries they operate in
- Formulate go-to-market plans to increase service attach rates for the channel partners
- Overall management & development of the key personnel tasked to manage the service sales business across the Asia countries
Responsibilities:
- Responsible for maximizing Company’s service business through effective management of contracts growth, contracts renewals and warranty conversions, and penetration of installed base of customers, driven through the service sales teams across the market units
- Meet or exceed Service Business targets for the Asia region
- Formulate and execute key service program initiatives such as POS Service, Digital services including predictive maintenance, liquid cooling services including system flushing, and installed base penetration, and ultimately drive incremental service sales for the market units
- Manage strategic relationships with identified Key Accounts for the Asia region, while working with the market units to drive local service participation across the different service activities (contracts, spares, batteries, T&M, project management)
- Drive regular business reviews across the service organization in the market units holding teams accountable for results, using developed sales execution programs.
- Work with the service offering manager to communicate and deliver the Service Business Value Proposition for both the internal teams and for the external customers, channels, partners, consultant communities
- Provide support to identify, recruit, rationalise and sign up certified ASP’s if required to help cover the geographical and technical needs of the market units
- Work with Service offering manager to implement appropriate marketing programs and activities targeted at customers, vertical segments, key accounts, and Service Activity themes; to also initiate joint engagement activities with the product team, various verticals, depending on the market unit initiatives and regional strategies
- Achieve continuous improvements on customer satisfaction throughout the Asia installed base community
- Enable the service sales organization to have the proper skill sets on account management, negotiation skills, and overall customer satisfaction through training, coaching and mentoring programs
- Develop the service sales teams through regular career development discussions via the IPP and IDP sessions throughout the year.
The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPALS: Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.
OUR STRATEGIC PRIORITIES
- Customer Focus
- Operational Excellence
- High-Performance Culture
- Innovation
- Financial Strength
OUR BEHAVIORS
- Own It
- Think Big and Execute
- Act With Urgency
- Own It
- Drive Continuous Improvement
- Promote Transparent and Open Communication
- Learn and Seek Out Development
- Foster a Customer-First Mindset
- Lead by Example
