Channel Sales Manager

Job description

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. The Channel Sales Leader – India is a leadership role with end-to-end accountability for driving approximately 60% of the company’s India revenue through a scalable, compliant, and high-performing channel ecosystem. In this role, the incumbent plays a critical role in strengthening channel capability, driving execution excellence, and enabling consistent outcomes across all regions in India. Also responsible for delivering profitable and sustainable growth through disciplined value selling, standardized operating processes, strong consultant engagement, service-led differentiation, and strategic end-customer relationships—while ensuring alignment with global policies, governance, and ethical standards. Key Accountabilities Channel Business Ownership & Revenue Leadership Own and deliver approximately 60% of India’s total order booking and revenue through channel-led execution. Drive achievement of annual targets across projects, retrofits, service, and parts, with a strong focus on profitable growth and margin discipline. Establish a standardized operating rhythm including pipeline management, forecasting accuracy, cadence calls, and performance reviews. Ensure robust funnel health, opportunity qualification, and conversion in line with global sales excellence frameworks. Value Selling & Market Positioning Lead the adoption and institutionalization of global value-selling methodologies across the channel ecosystem. Position offerings around total cost of ownership, energy efficiency, lifecycle performance, risk mitigation, and service outcomes. Equip channel partners with approved value propositions, tools, ROI/TCO models, and reference architectures. Ensure consistent and compliant market messaging aligned with global branding, pricing, and communication guidelines. Territory Coverage & Channel Effectiveness Design and maintain effective territory coverage models aligned to market potential, vertical focus, and global go-to-market strategy. Appoint, develop, review, and rationalize channel partners based on capability maturity, compliance, performance, and strategic alignment. Define and govern clear roles, engagement models, and escalation mechanisms across distributors, system integrators, and solution partners. Drive consistent execution standards, reporting discipline, and compliance across all regions. Consultant Engagement & Specification Influence Develop and execute structured consultant engagement programs aligned with global specification and influence strategies. Build strong, ethical specification influence with MEP consultants, PMCs, architects, and design stakeholders. Enable joint engagements with channels including technical workshops, solution days, and capability sessions. Track specification conversion metrics and improve spec-to-win performance. End-Customer Relationship Management Build and maintain senior-level relationships with strategic end customers, developers, owners, and enterprise clients. Provide executive sponsorship for large, complex, and multi-stakeholder opportunities. Position the organization as a long-term, trusted solution and lifecycle partner. Service Excellence & Lifecycle Growth Partner closely with service leadership to drive service quality, responsiveness, and customer satisfaction. Expand channel-led growth of AMCs, retrofits, upgrades, and digital/service solutions. Leverage service performance and installed base insights to drive retention, renewals, and cross-selling. People Leadership, Governance & Cross-Functional Collaboration Lead, coach, and develop regional channel managers within a matrixed organization. Drive structured capability development and certification programs for channel partners. Collaborate closely with marketing, service, finance, legal, and global solution teams to ensure aligned execution. Ensure strict adherence to pricing governance, compliance standards, risk controls, and ethical business practices. What We’re Looking For To thrive in this role, you should bring: Education and Experience Bachelor’s degree in mechanical or electrical engineering; MBA preferred. 15+ years of experience in HVAC, building technologies, or capital equipment sales. Proven success leading large, multi-region channel ecosystems within an MNC environment. Strong experience in consultant-driven, long-cycle project businesses. Demonstrated ability to operate effectively within matrix structures, balancing local execution with global alignment. Strong commercial acumen with a structured value-selling mindset. Executive presence with the ability to influence senior internal and external stakeholders. Deep expertise in channel governance, performance management, and compliance. Customer-centric leadership with a focus on service excellence and lifecycle value. High level of process discipline, data-driven decision making, and accountability. 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.