Director of Service Sales

The Director of Service Sales at Bosch Building Technologies North America (Bosch BT NA) is a critical commercial leadership role responsible for building and leading the Service Sales strategy across all service domains, including Building Automation, Integrated Security, Fire and Life Safety, Monitoring, Digital Services, and emerging service offerings. Reporting directly to the Senior Vice President of Services, with a dotted-line relationship to the Sales organization, this role serves as the commercial growth leader for the Service Innovation Hub and the broader North American Service business.

The Director of Service Sales is accountable for creating scalable service-sales processes, driving new service agreement growth, improving agreement renewal and expansion performance, increasing service attach rates, expanding service-project opportunities, supporting digital-service sales growth, and developing consistent sales capability across branches and strategic-account teams. The role partners closely with Branch Leadership, Regional Leadership, Domain Leaders, Strategic Account teams, Sales Leadership, Service Business Operations, the Digital Service Center, Monitoring, Operations, Engineering, and Finance to translate Service strategy into consistent commercial execution.

This position is enterprise-wide and is not singularly focused on one technology domain. Success will be measured through recurring-revenue growth, agreement penetration, renewal performance, service-project conversion, attach-rate improvement, estimating effectiveness, digital-service adoption, sales capability development, and consistent execution of standardized Service Sales processes across North America.

Responsibilities:

Service Sales Strategy & Leadership

• Develop and execute the North American Service Sales strategy across Building Automation, Integrated Security, Fire and Life Safety, Monitoring, Digital Services, and future service offerings.
• Translate enterprise Service growth objectives and Domain Leader priorities into actionable sales motions, commercial playbooks, campaigns, and branch execution plans.
• Establish annual and multi-year Service Sales priorities aligned with Bosch BT NA business objectives, customer needs, market conditions, and the Service Innovation Hub roadmap.
• Provide enterprise leadership for Service Sales processes, commercial governance, pipeline discipline, forecasting expectations, and performance-management routines.
• Identify market trends, competitive developments, underserved customer needs, and whitespace opportunities that can expand recurring and project-based Service revenue.
• Build a collaborative Service Sales culture that connects Sales, Service, Operations, Digital Services, Monitoring, Strategic Accounts, Regions, and Branches.

Service Agreement Growth & Renewal Leadership

• Lead strategies and programs focused on new service agreements, agreement renewals, agreement retention, agreement expansion, and multi-site or enterprise agreements.
• Drive service agreement penetration across installed-base customers and improve conversion of qualified customer opportunities into recurring Service relationships.
• Establish consistent renewal-management processes, early-warning routines, customer-contact expectations, pipeline visibility, and accountability across the branch network.
• Develop commercial approaches that expand agreement scope, term, value, coverage, and adoption of digital or monitoring services.
• Partner with Service Business Operations, Domain Leaders, Branch Leadership, and Finance to improve agreement commercial quality, margin expectations, execution readiness, and performance transparency.

Service Attach & Customer Lifecycle Conversion

• Develop standardized programs to improve Service attachment to new installations, retrofit projects, system upgrades, modernization activity, warranty expiration, and other customer-lifecycle events.
• Partner with Sales, Operations, Engineering, Project teams, and Branch Leadership to identify Service opportunities early and create clear project-to-service handoffs.
• Establish measurable attach-rate definitions, sales motions, ownership, and review routines that support local execution and enterprise visibility.
• Create commercial playbooks that connect installed-base intelligence, customer needs, deficiencies, lifecycle risk, and serviceability to new service agreement and service-project opportunities.

Service Project Growth

• Develop sales motions for deficiency repairs, remediation work, lifecycle upgrades, modernizations, system improvements, and other structured service projects.
• Improve conversion of identified Service opportunities into qualified projects through stronger customer discovery, estimating support, value messaging, and proposal discipline.
• Provide coaching and support for complex Service project pursuits while ensuring local Branch and Strategic Account ownership remains clear.
• Partner with Domain Leaders, Operations, Engineering, and Digital Services to ensure proposed solutions are technically sound, deliverable, differentiated, and aligned with customer outcomes.

Digital Service, Monitoring & Connected-Service Growth

• Partner with the Digital Service Center and Monitoring leadership to develop and commercialize digital, monitoring, connected-service, analytics, remote, and predictive-service offerings.
• Create repeatable sales motions, customer-value propositions, qualification approaches, proposal content, and enablement materials for digital and recurring-service offerings.
• Improve adoption of digital and monitoring services within new agreements, renewals, agreement expansions, and service projects.
• Provide market and customer feedback to the Digital Service Center, Monitoring, and Domain Leaders to inform product roadmaps, packaging, pricing, and commercial priorities.

Service Sales Process Excellence & Commercial Governance

• Establish and standardize North American Service Sales processes, including opportunity identification, qualification, pipeline management, estimating, proposal development, forecast discipline, approval, handoff, and performance review.
• Drive consistent CRM utilization, opportunity hygiene, pipeline transparency, forecasting practices, and commercial accountability across the Service Sales network.
• Define Service Sales KPIs, scorecards, governance routines, and reporting requirements in partnership with Service Business Operations and Sales Leadership.
• Identify process barriers, branch support needs, and systemic performance gaps and lead cross-functional improvement initiatives.
• Ensure Service Sales processes support a coordinated customer experience across Branch, Regional, National, and Strategic Account teams.

Service Estimating Strategy, Standards & Tools

• Provide leadership and governance for centralized Service estimating teams and estimating support capabilities.
• Own Service estimating standards, tools, templates, proposal requirements, pricing practices, cost assumptions, quality controls, and commercial review expectations.
• Improve estimating responsiveness, consistency, accuracy, profitability, scalability, and customer experience across branches and strategic opportunities.
• Partner with Domain Leaders, Engineering, Operations, Finance, and Service Business Operations to align estimating assumptions with technical scope, execution capacity, risk, and margin expectations.
• Use estimating data and feedback to improve sales strategy, commercial training, proposal quality, and win-rate performance.

Sales Training, Onboarding & Capability Development

• Lead North American Service Sales onboarding, training, coaching, and enablement programs for branch sales teams, Service leaders, Strategic Account teams, estimators, and other customer-facing roles.
• Develop competency frameworks and learning paths covering service agreements, renewals, service projects, attach-rate improvement, digital services, customer-value selling, lifecycle selling, opportunity qualification, and commercial discipline.
• Create and maintain repeatable Service Sales playbooks, tools, templates, case studies, proposal examples, and best-practice content.
• Partner with Sales Leadership, Domain Leaders, Service Business Operations, Digital Services, Monitoring, and Learning teams to keep training aligned with strategy, offerings, processes, and performance expectations.
• Measure training adoption, onboarding effectiveness, field application, commercial execution, and branch feedback and adjust programs accordingly.

Branch, Regional & Strategic Account Support

• Support Regional Presidents, Branch Leaders, Service Leaders, and branch sales teams in developing and executing local Service growth plans.
• Provide coaching and executive support for complex Service agreement, renewal, service-project, digital-service, and monitoring opportunities.
• Serve as the Service Sales subject-matter expert for National and Strategic Account teams, supporting enterprise service solutions, recurring-revenue programs, customer reviews, and large pursuits.
• Participate in customer meetings, strategic account reviews, and executive presentations when specialized Service Sales leadership is required.
• Help resolve commercial ownership, account coordination, estimating, proposal, pricing, and handoff issues while preserving clear customer accountability.
• Share proven practices and successful commercial approaches across Regions and Branches.

Sales Leadership Alignment & Cross-Functional Collaboration

• Work closely with Sales Leadership to support overall go-to-market strategies, enterprise sales priorities, seller enablement, account segmentation, commercial governance, and customer engagement.
• Maintain a strong dotted-line relationship to the Sales organization and ensure Service Sales strategy complements rather than duplicates general Sales accountability.
• Partner with Domain Leaders to align sales motions with domain strategy, market opportunity, customer needs, and service-delivery capability.
• Collaborate with Service Business Operations on KPI governance, pricing and margin transparency, process consistency, forecasting, and performance insights.
• Partner with Operations and Engineering to ensure service solutions can be delivered effectively and that project-to-service handoffs are consistent.
• Partner with Finance, Legal, IT, HR, Marketing, and Communications when required to scale Service Sales programs, manage commercial risk, build capability, and communicate strategy.

Performance, Planning & Continuous Improvement

• Establish performance expectations and monitor new service agreement pipeline, conversion, renewal, attach, service-project, digital-service, estimating, forecast, and enablement results.
• Provide executive reporting, business reviews, forecasts, risk assessments, and data-driven recommendations to the Senior Vice President, Services and Sales Leadership.
• Develop corrective actions and improvement plans for performance gaps in partnership with Branch, Regional, Domain, Sales, and Service Business Operations leaders.
• Provide input into annual planning, resource requirements, estimating capacity, commercial investments, tools, and Service Sales capability needs.
• Continuously evaluate and improve Service Sales processes, customer value propositions, training, commercial tools, governance, and organizational effectiveness.

Health, Safety & Compliance

• Ensure Service Sales activities and customer engagements comply with applicable health, safety, environmental, legal, ethical, and company requirements.
• Promote a culture of integrity, responsible selling, accurate commitments, and disciplined commercial risk management.

Supervisor Duties

In accordance with applicable Company policies/procedures and Federal/State laws, this role will perform supervisory responsibilities that may include planning, assigning, and directing work; coaching and appraising performance; rewarding and disciplining employees; addressing complaints; and resolving problems. The scope may include centralized Service estimating, Service Sales enablement, commercial operations, and other Service Sales support resources.

Professional Competencies

• Strategic Agility: Translates enterprise Service objectives, market signals, and customer needs into clear commercial priorities and scalable action.
• Commercial Leadership: Builds disciplined sales processes, customer-value strategies, and performance routines that create sustainable Service growth.
• Collaborative Leadership: Aligns Sales, Service, Operations, Domains, Strategic Accounts, Digital Services, Monitoring, Regions, and Branches around shared outcomes.
• Customer Focus: Understands customer operating needs and creates compelling service-agreement, project, digital, and lifecycle value propositions.
• Data-Driven Decision Making: Uses pipeline, renewal, attach, estimating, financial, and market data to prioritize action and improve performance.
• Change Leadership: Builds adoption of new processes, tools, sales motions, training, governance, and commercial expectations across a distributed organization.
• Influence Without Direct Authority: Creates alignment across reporting lines, organizational boundaries, Regions, Branches, and functional teams.
• Clear Communication: Communicates strategy, expectations, customer value, performance, and decisions clearly with executive, field, and customer audiences.
• Entrepreneurial Mindset: Identifies new market opportunities, challenges existing approaches, and develops scalable growth solutions.
• Ethical Integrity: Maintains high standards for customer commitments, pricing, commercial risk, compliance, transparency, and corporate governance.

Required Qualifications:

• Progressive experience in a technical sales environment, ideally from the Building Technologies industries; Building Automation, Integrated Security, Fire & Life Safety
• 10+ years of experience selling install & service solutions to commercial clients across North America
• Strong background in driving commercial growth, including market/competitive analysis and business development
• Ability to collaborate cross functionally with sales, operations, and field teams to drive service initiatives
• Knowledge of industry-specific regulations, legislative standards, and best operational practices
• Ability to price, quote and estimate complex Building Technology scope / projects
• Experience in preparing, administering, and analyzing department budgets.
• Knowledge of the following technologies: IP networks, low voltage electronics, power and communications, Windows XP or 7 workstations, Microsoft Office products
• A valid Driver’s License and ability to pass pre-employment screens

Preferred Qualifications:

• Experience of selling in related industries (IT, Telecommunications, engineering, technology)
• Harmonization of Service Departments through Merger & Acquisition activity
• Bachelor’s degree in business, engineering, or a relevant technical field
• Working knowledge of Microsoft D365
• Experience with Microsoft Dynamics 365 or similar ERP / Service Operations platforms

Physical Demands:

In general, the following physical demands are representative of those that must be met by an employee to successfully perform the essential functions of the job.

• Must be able to effectively communicate in English, (ie see, hear, speak and write clearly) to communicate with colleagues and/or customers
• Manual dexterity required for occasional reaching, lifting of light office objects, and operating office equipment
• Sitting, standing, walking in office environments and construction sites
• The employee must occasionally lift and/or move up to 50 pounds and may be required to work at heights over 1.8m (6 feet)

Working Conditions:

In general, the following conditions of the work environment are representative of those that an employee encounters while performing the essential functions of this job.

• The office is clean, orderly, properly lighted and ventilated. Noise levels are considered low to moderate
• Will be required to be on site with customers or contractors, with or without colleagues to manage the expectations and deliverables. Sites range from general office environments to new construction.
• Driving to customer sites is required
• Limited overnight travel may be required

Additional Information:

• Compensation: $150,000 - $200,000 + 20-30% Incentive Plan
• Working Hours: This position generally works Monday- Friday, overtime and on call when necessary
• Travel Requirements: Overnight domestic travel may be required; 30-40%
• Bosch Discounts: As an associate of Bosch, you will have access to various discount programs at Bosch
• Benefits:
  • Medical
  • Dental
  • Vision
  • Flexible Spending Accounts
  • 401K w/ company match
  • Life/AD&D/LTD
  • Paid Vacation/Sick/Holidays
  • Employee Assistance Program
  • Pet Insurance