Head of Sales - Service Business

Head of Sales – Service Business

The Business Segment Industrial (BSI) Europe within Entrance Systems is entering a transformative phase, driving growth through modernization, service expansion, and enhanced customer value. The Head of Sales – Service Business leads this evolution, unifying the modernization and service commercial teams to deliver cohesive, market-wide strategies.

This role is pivotal in accelerating revenue growth, strengthening customer value, and shaping a future-ready service and modernization business. The Heads of Modernization and Commercial Development report directly to this role, ensuring coordinated execution and scalable impact across markets.

BSI, part of the Entrance System Division, delivers solutions in the following main product areas: Industrial Doors, Dock Levelers, High Performance Doors and Megadoors. In addition, BSI also delivers service and refurbishment and digital solutions relating to the previously mentioned products.

Key Responsibilities

1. Sales Leadership & Strategic Direction

• Define and execute a unified sales strategy integrating modernization and service business growth across countries and customer segments.
• Translate business segment objectives into clear sales targets, priorities, and KPIs for both direct reports’ organizations.
• Lead the annual business planning cycle, ensuring alignment with regional sales companies and global product units.

2. Leadership of Modernization & Service Commercial Functions

• Provide strong managerial oversight, coaching, and strategic guidance to the Head of Modernization (product strategy, modernization portfolio, lifecycle, rollout) and the Head of Commercial Development Service Business (service offering, pricing excellence, sales excellence).

3. Go-to-Market Excellence

• Oversee the deployment of offering, pricing, tools, and digital sales programs into sales companies across Europe.
• Ensure coherent positioning of modernization and service portfolios, enabling local teams to sell value, differentiate offerings, and increase hit rates.
• Drive consistent execution of GTM plans, campaigns, and pipeline.

4. Business Development & Market Growth

• Identify strategic opportunities for modernization upgrades and service penetration.
• Expand key accounts and develop multi-country engagement strategies.
• Ensure structured funnel management, forecasting accuracy, and high-quality pipeline reviews.

5. Cross-Functional Collaboration

• Act as the commercial integrator between Product Units (Equipment, Digital Solutions, Service), Engineering & R&D, Finance, Marketing, Operations, and Regional Sales Companies.
• Aggregate, develop and articulate market insights for portfolio development, pricing decisions, and modernization innovation.

6. Commercial Governance & Performance Management

• Track performance of modernization and service initiatives using defined KPIs.
• Introduce corrective actions, risk mitigation, and quarterly performance reviews with regions and reporting teams.
• Ensure budget control, commercial discipline, and continuous improvement.

7. Leadership, Culture & Talent Development

• Develop high-performing teams by fostering accountability, empowerment, and a customer-centric mindset.
• Build capabilities in value selling, solution selling, digital sales, and key account management.
• Support succession planning and competency development across service and modernization sales roles.

Required Skills and Qualifications

• 10–15+ years of commercial leadership in B2B industrial, technical, or service intensive environments.
• Strong understanding of service business models, digital offerings, and modernization value propositions.
• Proven track record of profitable service growth, modernization sales, or transformation programs.
• Experience leading multi-country or matrixed commercial organizations.
• Bachelor’s degree in Business Administration, Computer Science, Engineering, or a related field; a master’s degree or MBA is a plus.
• Strategic Sales Leadership - Ability to set a compelling vision, translate strategy into actionable sales plans, and drive execution across diverse markets; balance long-term market development with short-term performance delivery.
• Deep Service Commercial Acumen - Expertise in B2B industrial or technical sales; understanding of unit economics, pricing strategies, value-based selling, and portfolio profitability; ability to build business cases and ROI models for modernization and service offerings.
• Customer-Centric Mindset - Deep understanding of customer pain points across industrial environments; ability to identify opportunities for modernization and service-led value creation; strong relationship-building skills with decision-makers at all levels.
• Change & Transformation Leadership - Ability to lead the organization through transformation from traditional equipment sales to modernization and service-driven growth; enable new ways of selling, including digital and consultative approaches.
• Cross-Functional Influence - Strong influencing skills to align product, service, engineering, marketing, and country sales teams toward shared goals; ability to break silos and drive coordinated go-to-market execution.
• People Leadership & Coaching - Proven ability to develop sales managers and future leaders; coach teams in solution selling, value communication, and opportunity qualification; empathetic leadership focused on engagement, empowerment, and accountability.
• Data-Driven Decision Making - Skilled in using KPIs, dashboards, CRM insights, and market analytics to steer performance; interpret trends, identify risks, and apply corrective actions.
• Modern Sales Excellence - Strong understanding of digital tools, CRM, automation, customer journey analytics, and digital selling behaviours; experience with structured sales processes such as MEDDIC, SPIN, or Challenger.
• Execution Discipline - Ability to orchestrate large, complex initiatives across multiple regions; strong project management capabilities to deliver commitments on time and within scope.
• Excellent Communication & Executive Presence - Skilled in storytelling, influencing leaders, and presenting complex topics with clarity.

Working Relationships

• Internal: Collaborates with engineering, design, marketing, sales, operations, and executive leadership teams.
• External: Engages with customers, partners, vendors, and industry analysts to ensure alignment with market needs.

About ASSA ABLOY Group as an employer

As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.