Aftermarket Account Manager

Position: Aftermarket Inside Account Manager
Job Description Service & Support Division's (SSD) dynamic and high-achieving sales team has an exciting inside service sales opportunity on the Northeast Region team. As an Inside Sales Representative for the Aftermarket Service Sales organization, you will sell Agilent's services portfolio to customers in your assigned territory through outbound and inbound sales activities via telephone, email, and other digital channels.

This role combines two focus areas: growing the installed base through service sales, and acting as the territory's Renewal Specialist, owning the end-to-end renewal of service contracts to protect and expand recurring revenue. You will work as an integral member of the sales team, partnering with the Consultative Account Manager, field staff, and Contract Administration to retain and grow existing customers.

Are you highly motivated, goal-oriented, and do you take ownership of your results? Then we are the perfect partner.

Key Responsibilities:

Inside Service Sales
• Sell Agilent's Cross Lab services portfolio to new and existing customers in the assigned territory.
• Handle complex leads; qualify and nurture them into business opportunities.
• Manage your own sales funnel and accounts and forecast accurately.
• Identify upsell and cross-sell opportunities, including converting time-and-materials (trade) customers to service contracts.
• Partner with the Consultative Account Manager and other stakeholders to drive growth in the territory.
• Solve non-routine issues, challenges, and problems within your field of specialization.

Renewal Specialist
• Renewal ownership:
Own the full renewal lifecycle for service contracts in the territory, from opportunity review through quote, negotiation, and booking.
• Proactive pipeline management:
Review upcoming renewals well ahead of expiration; validate the installed base, pricing, and billing details before the offer goes to the customer.
• e-Renewals:
Manage web-enabled renewal quotes, set them to "Sent to Customer" status, monitor automated reminders, and requote when customers request changes.
• Multi-year agreements:
Identify multi-year contracts in the funnel and coordinate with Service Contract Administrators (SCA) on activation of subsequent years.
• Retention and risk:
Track at-risk renewals and engage customers early to prevent churn and lapses in coverage.
• Expansion at renewal:
Use each renewal to add uncovered instruments, upgrade coverage levels, and expand the scope of service.
• Discount discipline:
Negotiate renewals that protect margin and follow the Approval Guide and Order Acceptance Policy.
• Customer engagement:
Hold post-sales check-ins focused on value delivered, uptime, and upcoming needs, to build consultative, not transactional, relationships.
• Reporting:
Report on renewal rate, attach rate, and forecast accuracy, and flag deals, issues, and risks to Sales Management.

Key

Skills:

• Management of your own sales funnel, accounts, and renewal pipeline
• Regular communication of deals, issues, and opportunities with Sales Management
• Technical knowledge and strong communication skills when engaging customers
• Contract negotiation skills and a strong eye for detail
• Ability to work well within a team and with cross-functional partners (Contract Administration, Field Service, Account Managers)
• Flexibility to meet the needs and expectations of the team and the business

Location:

Preference will be given to candidates located in the greater Wilmington, Delaware area or the Northeastern U.S.; however, other locations may be considered based on business needs.

Schedule:

Day

Shift: Monday through Friday, 9:00 AM–5:00 PM.Qualifications Bachelor's degree or equivalent.
2+ years of experience in Inside Sales or equivalent; experience…