Imagine working at the forefront of innovation in fluid-flow technology, with over 1,400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative minds, driven by a shared mission to engineer the future and safeguard our planet.
As part of our team, you'll be immersed in an environment that fosters growth, creativity, and collaboration. Here, you'll have the opportunity to push boundaries, tackle exciting challenges, and develop cutting-edge solutions that promote energy efficiency and reduce environmental impact. Every day offers the chance to make a meaningful contribution to a more sustainable future, driving innovations that help lower global carbon footprints. Together, we're creating a legacy that goes beyond business—one that's changing the world for the better.
Role Purpose
The Solution Specialist – Healthcare will be responsible for identification, qualification, and prioritisation of the customers of scale – marquee chain accounts. In this role, the incumbent will be responsible for driving sales growth, owning strategic-account engagement at the group/chain level, and expanding Armstrong Fluid Technology's share of wallet.
Key Accountabilities
- Partner with the Vertical Leader – Key Accounts to identify, segment and steward the named-account list of customers of scale – multi-unit healthcare networks (Apollo, Manipal, Fortis, HCG, Narayana, Max, Aster, Medanta,etc) – using criteria such as portfolio size, expansion pipeline, retrofit potential, decision-making concentration and total estimated wallet.
- Own joint business plans with each strategic chain account at the group/HQ level – aligned to their new-build, expansion, refurbishment and ESG/energy-efficiency roadmaps.
- Drive multi-year, multi-property, multi-product engagements with named chain accounts – converting one property win into group-wide standardisation and rate contracts.
- Build close connection with C-suite and project-head relationship, and consultant- and channel-led specification selling across Tier 1, 2 & 3 accounts.
- Coordinate cross-vertical pursuits with the regional and area sales managers.
- Govern Key Account pricing guardrails together with the Sales Head.
- Bring voice-of-customer from chain HQs and property-level operations back into product and portfolio plans.
- Report Key Account health and risk to the Business Head monthly.
- Drive sales and business development activities for Armstrong Fluid Technology's Building Services portfolio across the regions, with the Healthcare chain accounts as the primary growth engine.
- Provide effective territory planning, opportunity management, and consultant engagement to ensure specification, conversion, and order closure.
- Support achievement of regional and area sales targets through disciplined pipeline management and customer relationship development.
- Support consultant-led specification selling by engaging with consulting engineers, architects, MEP firms, project management consultants and EPC stakeholders typically empanelled by hospitality and by healthcare chains.
- Work with Regional Sales and Area managers to create and monitor annual territory business plans and chain-account strategies – mapping properties under each group, owners/operators, decision-makers and pipeline of upcoming projects.
- Coordinate commercial and technical inputs in line with project requirements and market dynamics.
- Participate in key customer meetings, technical presentations, and project reviews.
- Support through joint customer visits, opportunity qualification, and solution positioning.
- Contribute in sales reviews, forecasting meetings, and regional planning sessions.
- Support Armstrong's brand presence and value proposition across the region.
- Work with management to execute growth initiatives and penetration strategies for full swing offering and lead the optimisation led solution selling approach.
- Coordinate pricing, commercial approvals, and contractual discussions within defined authority levels.
- Participate in continuous improvement initiatives and market intelligence sharing.
- Funnel coverage ≥ 3.0× quarterly target
- Gross margin ≥ XX % by vertical
- Drive ARM ≥ XX across vertical mix
- New logo wins by vertical
Primary KPIs
- Strategic-account revenue and growth rate.
- Wallet share within named accounts.
- Multi-year contract value signed.
- Funnel health and margin in the Key Accounts segment.
What We're Looking For
To thrive in this role, you should bring:
Education and Experience
- University B. Tech Degree or equivalent.
- Minimum 10 plus years of experience in B2B sales within HVAC, Chiller & Pumping systems, building services, or allied industries.
- Acquaintance of NABH standards is mandatory for the role.
- Demonstrated knowledge of Building Services applications, consultant-led sales processes, and project-based business models, ideally with prior exposure to large hospitality chains or multi-unit healthcare networks.
- Minimum 5 years of experience working with engineering, manufacturing and distribution operations in commercial building equipment sales – preferably servicing chain hospitality and healthcare customers.
- Experience working with Architects, consulting engineers, EPC contractors, and channel partners in the North India market is strongly preferred.
- Proven ability to identify, map and align customers of scale in the healthcare vertical – with a working knowledge of leading chains such as Apollo, Manipal, Fortis, HCG and similar – including their procurement structures, empanelled consultants and decision-making hierarchies.
Technical Skills
- Proficiency in Microsoft Office Suite and AI tools.
- A self-starter attitude with the ability to work independently.
- Creative problem-solving skills and the ability to manage conflicts within various organizational structures.
- Out of the box thinker.
- Bringing in the culture of Teamwork among the peers.
- Proficient with CRM tools like Infor CRM, Sales force etc.
- Able to read through the CAD drawings other engineering tools to Understand and work on the projects.
Soft Skills
- The capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.
- Openness to learn.
- Team-oriented leadership skills with a proactive approach.
- An ability to communicate openly and authentically in all situations.
Why Armstrong Fluid Technology
By joining us, you'll become part of a global community dedicated to pushing the boundaries of fluid-flow technology while upholding Armstrong's commitment to sustainability. You'll have endless opportunities to learn, grow, and make a significant impact on the world. Together, we'll build tomorrow's solutions today.
