The Service Sales Excellence Specialist is responsible for deploying global and local Service Sales Excellence programs across Enterprise Informatics Europe, operating under limited supervision and broad strategic guidelines. The role elevates service‑related sales capability and productivity, enhances renewal and upsell performance, and drives disciplined execution of service‑focused commercial processes.
Acting as a trusted advisor to EI Europe’s service sales and commercial management teams, the role supports transformation initiatives, drives behavioral change around service selling, and strengthens organizational mastery in service‑oriented selling methodologies. It coaches service sales leaders to become independent coaches themselves, improving capability depth within local markets.
The role applies Customer‑Focused Selling (CFS) and service‑value frameworks to coach top opportunities at risk—especially service renewals, subscription expansions, and contract upgrades. It leads small‑ to medium‑scale service improvement projects, continuously improves service commercial analytics, and nurtures strong internal/external stakeholder relationships to ensure successful and consistent execution of Service Sales Excellence initiatives across Europe.
Job Responsibilities
1. Deploy Service Sales Excellence Programs
Deploy global and regional Service Sales Excellence programs across EI Europe, ensuring alignment with corporate service transformation goals, service portfolio strategy, and commercial operating mechanisms.
Deliver training on service selling competencies—including lifecycle selling, consultative service selling, renewal acceleration, and attach‑rate improvement—while working under limited supervision.
2. Increase Service Sales Capability & Drive Behavioral Change
Strengthen capability in service‑specific sales processes such as contract renewals, upsell pathways, service funnel management, and installed‑base service analytics.
Improve funnel health and forecasting accuracy for service contracts by enforcing consistent opportunity qualification, risk assessments, and progress tracking.
Drive adoption of methodologies and best practices that increase customer lifetime value (CLV) and improve service revenue predictability.
3. Trusted Advisor to Market & Service Sales Leadership
Act as a strategic advisor to EI Europe service sales management teams on:
Commercial transformation
Service portfolio execution
Contract conversion optimization
Renewal cycle acceleration
Provide insights and recommendations to help achieve service‑related KPIs such as renewal rate, upsell contribution, CSG, attach rate, and service profitability.
4. Coach Service Sales Leaders to Become Coaches
Coach service sales leaders in developing their own capabilities as service sales coaches.
Equip leaders with the latest tools, service‑selling frameworks, and coaching techniques to embed a culture of continuous learning and service excellence across markets.
5. CFS (customer focused selling) Coaching for Service Opportunities at Risk
Apply CFS and value‑based service selling techniques when coaching top service opportunities at risk—including high‑value renewals, multiyear service agreements, subscription expansions, and cross‑portfolio service bundles.
mprove win probability, customer satisfaction, and long‑term loyalty through structured opportunity engagement.
6. Lead Service‑Focused Sales Improvement Projects
Lead small to medium service improvement projects across EI Europe linked to:
Renewal conversion improvement
Reduction of churn and non‑renewals
Improved contract profitability
Better service upsell processes
Standardization of service sales workflows
Ensure projects align with EI Europe's strategic service priorities and insights from service market research.
7. Monitor, Report, and Recommend Enhancements
Monitor progress of Service Sales Excellence initiatives across markets.
Provide regular updates to EI Europe Commercial leadership on performance, risks, success indicators, and opportunities for improvement.
Make basic yet actionable recommendations for enhancing program design, capability interventions, and risk mitigation.
8. Maintain & Improve Service Commercial Analytics
Support and enhance service‑specific analytics frameworks (renewal dashboards, churn indicators, installed‑base service insights, contract conversion metrics).
Ensure that service analytics empower data‑driven decision‑making at segment, account, and country levels.
9. Build Strong Internal & External Partnerships
Cultivate highly effective relationships across Sales, Service Operations, Marketing, Finance, BI, and Customer Support teams to ensure cohesive execution of service excellence initiatives.
Influence service transformation projects and peer groups by demonstrating deep understanding of service sales excellence and the EI service portfolio.
Qualifications & Experience
Required
Bachelor’s degree in Business, Commercial Management, Engineering, or related field
4–8 years of experience in Sales Excellence, Service Sales, Commercial Operations, or similar roles
Strong analytical abilities with experience in CRM, service dashboards, and performance analytics
Experience working with or influencing senior commercial stakeholders
Preferred
Experience in Healthcare Technology, SaaS services, or Enterprise Informatics
Knowledge of service‑based business models (subscription, managed services, multiyear agreements)
Familiarity with AI‑enabled service forecasting, churn prediction models, or customer lifetime value analytics
Experience coaching leaders or conducting capability development programs
Understanding of European healthcare markets
Competencies
Service Mindset & Customer Lifetime Value Focus
Analytical, Data‑Driven, and Comfortable with AI‑Enhanced Tools
Strong Influencing & Advisory Skills
Coaching & Capability Development
Commercial Process Excellence
Cross‑Functional Collaboration
Problem Solving & Continuous Improvement
High Cultural Awareness & Adaptability (multi‑market Europe)
Why This Role Matters (Service Sales Focus)
Enterprise Informatics' service business is a critical driver of recurring revenue, customer retention, and long‑term strategic partnerships. This role elevates the performance of EI Europe’s service sales teams by enabling excellence in renewals, upsells, contract management, and value realization. Operating from Amsterdam, the role amplifies European commercial execution by embedding service‑focused behaviors, insights, and transformation practices at scale.
How we work together We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week.
About Philips We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others. • Learn more about our business. • Discover our rich and exciting history. • Learn more about our purpose. If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our culture of impact with care here.
