Head of Lifecycle Services (LCS) Rovema North America (m/f/d)

LCS Sales Leadership & Order Intake Ownership

• Develop and execute the Rovema North America LCS sales strategy aligned with corporate objectives and the global LCS strategy.
• Hold full ownership of order intake, revenue, and margin for all service products: spare parts, conversions, retrofits, modernizations, maintenance, repairs, and service assignments.
• Lead, mentor, develop, and manage the LCS field sales team and the LCS inside sales team.
• Establish annual LCS sales targets, account objectives, and individual performance goals.
• Monitor sales effectiveness and implement continuous improvement initiatives to optimize commercial performance.
• Foster a high-performance culture focused on accountability, responsiveness, customer satisfaction, and profitable growth.

Life Cycle, Conversions, Retrofits & Modernization Sales

• Lead the field sales activities for machine maintenance, conversions, format changes, retrofits, upgrades, and modernization projects.
• Systematically analyze the installed base to identify conversion, retrofit and modernization, as well as new machine replacement opportunities.
• Support the field sales team in developing technically sound and commercially attractive solutions together with Engineering.
• Participate in major customer negotiations and contract discussions such as Service Level Agreements (SLA) and Total Cost of Ownership Agreements (TCO).
• Ensure a smooth handoff to Operations.
• Identify opportunities for new machine business and pass them on to the Sales organization.

Leadership of LCS Inside Sales & Spare Parts

• Direct and develop the LCS inside sales team responsible for order processing, customer inquiries, technical clarification, and quotations.
• Ensure fast, accurate, and competitive spare parts quotations and order handling.
• Drive spare parts revenue through recommended spare parts lists, wear part kits, and proactive customer offers.
• Ensure effective collaboration between Sales, Operations, and the Rovema organization in Germany.
• Establish processes and KPIs that improve quotation lead time, win rate, responsiveness, and customer experience.
• Create scalable sales support structures to enable future organizational growth.

Service Products & Contracts

• Own the commercial side of service products, including maintenance agreements, inspections, repairs, training, and service assignments.
• Define and maintain pricing, rate structures, and commercial terms in alignment with corporate guidelines.
• Coordinate closely with Operations to ensure good execution; technician planning, dispatching, and coordination remain the responsibility of Operations.

Commercial Excellence & LCS Sales Management

• Oversee the complete LCS sales process from inquiry and opportunity creation through quotation, order intake, and handoff.
• Drive forecasting accuracy, pipeline development, and opportunity management for all service products.
• Utilize the Rovema CRM (MS Dynamics) to monitor sales activities, installed base data, customer engagement, and business performance.
• Review pipeline health, quotation win rates, conversion rates, pricing, and margins regularly.
• Implement best practices for sales processes, account management, and commercial execution.

Customer & Installed Base Management

• Promote a customer-centric culture focused on long-term partnerships, machine availability, and lifecycle value.
• Act as the senior commercial point of contact for LCS topics with key customers.
• Support customer presentations, business reviews, and executive meetings.
• Strengthen customer retention and repeat business through close coordination with Sales and Operations.

Market Intelligence & Strategic Planning

• Monitor industry trends, competitive developments, and customer needs in the aftermarket and service business.
• Provide market insights and recommendations to executive leadership.
• Support LCS product strategy, pricing initiatives, and business planning activities.

Organizational Leadership

• Build and develop a high-performing LCS sales organization aligned with corporate values and growth ambitions.
• Recruit, coach, and retain top talent and establish succession planning.
• Foster collaboration across departments, regions, and with the global LCS organization.

Education & Experience

• Bachelors degree in engineering, Business Administration, Industrial Technology, or a similar discipline.
• Minimum 8 years of successful experience in aftermarket, service, or spare parts sales for capital equipment, industrial automation, packaging machinery, or manufacturing technology.
• Minimum 5 years of leadership experience managing field sales and/or inside sales teams.
• Demonstrated success selling machine conversions, retrofits, upgrades, and modernization projects.
• Ability to travel throughout North America approximately 3050%.

Preferred

• Experience within the food, pet food, snack food, frozen food, confectionery, bakery, coffee, or consumer packaged goods industries.
• Knowledge of packaging systems including:

           o    Vertical Form Fill Seal (VFFS)

           o    Cartoning

           o    Case Packing

           o    Palletizing

           o    End-of-Line Automation

           o    Integrated Packaging Lines

• Experience working with a European headquarter and global parts and service organizations.
• Experience building service contract and recurring revenue programs.
• Technical background (e.g., mechanical or electrical engineering, service technician) with a later move into sales.
• MBA or advanced business degree.

Skills & Competencies

• Proven sales leadership capabilities in the aftermarket and service business.
• Strong technical understanding of packaging machinery, automation, and machine lifecycles.
• Ability to lead, coach, and motivate field and inside sales professionals.
• Excellent customer relationship management at operational and executive levels.
• Excellent negotiation, presentation, and communication skills.
• Strong commercial and financial acumen, including pricing and margin management.
• Process-oriented mindset with a focus on responsiveness, quality, and efficiency.
• Data-driven decision-making capabilities.
• Strong CRM, forecasting, and sales performance management skills.
• High level of business integrity, professionalism, and accountability.

• At ROVEMA, you become part of an international organization that combines German engineering excellence with entrepreneurial agility. We offer a collaborative culture, technical innovation, and the opportunity to work with some of North America's leading food manufacturers.
• Our employees are empowered to make an impact, develop professionally, and contribute directly to the continued growth of our business.