Sales Engineer Technical Sales

apartmentDKSH placeSanta Ana scheduleFull-time calendar_month7/23/25

The Service Sales Representative is responsible for promoting and selling service-related offerings to new and existing customers. This includes maintenance contracts, repair services, extended warranties, upgrades, and technical support packages.

The role focuses on building long-term customer relationships by understanding client needs, identifying opportunities for value-added services, and ensuring customer satisfaction through proactive communication and follow-up.

The Service Sales Representative collaborates closely with the operations, technical, and customer support teams to develop tailored solutions that enhance equipment or system performance, minimize downtime, and ensure the highest level of service delivery.

This position plays a key role in driving recurring revenue growth and strengthening customer loyalty.

A Service Sales main function is to support the after sales business. He or she will focus on understanding customer needs, proposing tailored service solutions, and managing the service sales process from lead generation to contract negotiation and post-sales support.

Sales & Business Development

o Promote and sell service contracts, preventive maintenance packages, upgrades, and application support services.
o Identify upselling opportunities based on instrument lifecycle, usage, and customer business needs.
o Develop and manage a pipeline of service opportunities, including new and renewal contracts.

Customer Relationship Management

o Build and maintain strong relationships with key stakeholders: Lab Managers, Procurement Officers, Scientists, and Facility Managers.
o Act as the voice of the customer internally to ensure service needs are met with excellence.

Technical & Commercial Expertise

o Understand the technical specifications and service requirements of instruments such as but not limited to HPLC, GC, XRF, XRD, and MS.
o Work collaboratively with Field Service Engineers and Product Specialists/Application Specialist to build compelling service proposals.
o Provide accurate quotations, ROI analyses, and service comparisons.

Reporting & Forecasting

o Maintain up-to-date records of sales activities and customer interactions in CRM systems (e.g., Salesforce, SAP, CPQ, Service Max).
o Deliver accurate forecasts and market intelligence to management.

Compliance & Process

o Ensure all service offerings are presented and sold in accordance with regulatory requirements (e.g., GMP, ISO standards).
o Follow internal sales and contracting procedures.

Minimum 3–5 years of experience in technical service sales, preferably in analytical instrumentation or laboratory equipment.
Experience working with laboratory customers across academia, pharma, industrial, and/or research institutions.
Experience in Technical pre-sales and after-sales related to Scientific Instrumentation
Strong understanding of analytical techniques such as but not limited to: GC, HPLC, XRF, XRD, MS, etc.
Familiarity with service models: preventative maintenance, validation, compliance support, upgrades, and training.
Excellent communication, negotiation, and interpersonal skills.
Customer-centric with strong problem-solving abilities.

Bachelor’s degree in Science, Engineering, Life Sciences, or a related field. MBA or business qualifications are a plus. Work experienceClick to add description here

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