Global Services Business Development

Global Services Business Development

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:

This is a founding commercial role. There are currently no formal service contracts anywhere in the IPH portfolio. The Global Services Business Development Director will build that business from zero.

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.

Working in close partnership with regional sales teams, the Global Services Director (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, 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 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.
  
• Build and manage the Authorized Service Partner (ASP) program, including partner selection, certification, commercial terms, and ongoing performance management.

Cross-Functional Commercial Alignment

<