Global Services Business Development Director - IPH

Global Services Business Development Director - IPH

Composed of Chromalox, Durex Industries, Vulcanic, and Thermocoax businesses, Electrical Thermal Solutions (ETS), part of Spirax Group, creates electrical process heating and temperature management solutions, including industrial heaters and systems, heat tracing, and a range of component technologies.

At Chromalox, we build advanced thermal technologies for the world's most challenging industrial heating applications.

Headquartered in Pittsburgh, Pennsylvania, we got our start with an innovative solution 100 years ago when a self-taught engineer invented the first metal-sheathed resistance heating element. It was this then-advanced thermal technology that launched an entire industry.

We excel in industries that have high expectations. We are acknowledged as experts at delivering solutions that exceed specifications, limit risk, and reduce operating costs.

Join us as we continue to provide solutions to our customers and the world!

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. This role owns that commercial opportunity end to end building the service product portfolio, creating the pricing and contract infrastructure, establishing the Authorized Service Partner network, and enabling the existing regional sales organization to sell service contracts consistently and confidently.

Reporting to Global Services Director and working in close partnership with regional sales teams, the Services Managers (Operations), and cross functional stakeholders in Finance, Legal and Product, this role ensures service offerings are positioned and sold at the right point in the sales cycle.

The right candidate is a commercial builder who thrives in white space, is energized by building something new, and has the commercial instincts and industrial experience to open a market that has not been formally pursued before

Your Responsibilities:

Service Contract Strategy and Commercial Growth

• 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.
  
• Monitor 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. Develop a separate commercial approach for the existing installed base leveraging equipment age triggers, parts inquiries, and the Authorized Service Partner network to open service engagement.

Commercial Development and Contract Structuring

• Lead development of service contract proposals and long-term service agreements (LTSAs) for strategic customers across all regions.
  
• Negotiations high-value, complex service agreements with key accounts and global customers securing profitable long-term recurring revenue commitments.
  
• Ensure all service contract terms aligns with business objectives, delivery capabilities, and risk-management policies.
  
• 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.

Cross-Functional Commercial Alignment

• Partner with regional Area Sales Leaders, Outside Sales Representatives, and Project Sales Engineers to position and sell service contracts withing 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.

Financial Performance and Revenue Growth

• 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.
  
• Trach 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

Customer and Strategic Account Engagement

• Build and maintain 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.

Commercial Leadership and Capability Development

• 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.
  
• Build the internal commercial infrastructure, service catalog, pricing tools, and contract templates, that the broader commercial organization uses to scale the service business.
  
• Promote a performance culture focused on recurring revenue growth, customer retention, and long-term value creation.

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.

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.
  
• Demonstrates 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.

Preferred Experience:

• Experience in the industrial process heating, electrical heat tracing, or adjacent industrial equipment sectors.
  
• Experience with performance-based logistics, long-term service agreements (LTSAs), or outcome-based contracts.
  
• Familiarity with international contracting and global customer negotiations.

Success Measures:

• Growth in global service revenue.
  
• Increased customer retention and satisfaction.
  
• Improved speed, quality, and scalability of contract development.
  
• Effective governance with minimized commercial and operational risk.
  
• Development of a high-performance commercial team.

At Chromalox, we are not just an employer but a champion of equal opportunities and inclusivity. We are dedicated to fostering a workplace that adheres to the highest hiring standards and is free from discrimination and harassment.

Chromalox is an equal opportunity employer; our commitment extends to all aspects of employment, ensuring that no individual is mistreated or discriminated against based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as defined by federal, state, or local laws.