Sales Manager – Energy Upgrade

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. In this role, the Energy Upgrades Manager will lead national EU strategy and execution across the building, manufacturing and Data Center sector, driving EU business growth, expanding key account penetration, and promoting DE and digital solutions. The role owns the full commercial lifecycle—from opportunity development to service and parts—while enabling cross-functional collaboration to accelerate innovation and sustain long-term revenue growth. Key Accountabilities [Energy Upgrade Leadership] Lead the Energy Upgrade strategy, driving adoption of high-efficiency pumping, HVAC modernization, and digital optimization solutions. Region coverage is north and east of India. Identify and prioritize major Energy Upgrades (Retrofits), optimization, and decarbonization opportunities across industrial and data center facilities. Develop upgrade roadmaps with clear energy-saving, carbon-reduction, and ROI targets aligned with customer sustainability goals. Position Armstrong’s Digital and portfolio solution as core enablers of measurable performance improvement. [Technical Assessment & Solution Design] Conduct energy audits, system performance assessments, and baseline studies to determine savings potential and upgrade scope. Design technical solutions for retrofit-EU projects—including pump right-sizing, hydronic optimization, variable-speed conversions and digitalisations Build strong techno-commercial proposals highlighting lifecycle cost benefits, payback analysis, and performance guarantees Ensure alignment with industry standards, safety norms, and green Industry requirements. [Energy Solutions Development & Market Engagement] Identifying high-probability upgrade opportunities and converting them into secured orders. Create and monitor annual Energy Upgrade Sales Plans focused on target sectors, key accounts, and strategic customers. Provide technical advocacy and thought leadership in customer meetings, consultant interactions, and sustainability forums Drive awareness and adoption of energy-efficient equipment, digital monitoring solutions, and long-term service offerings. [Key Account Management] Engage deeply with facility/Utility owners, sustainability leaders, and consultants to influence upgrade decisions early in the cycle. Develop Key Account Plans for strategic customers to maximize wallet share, cross-selling, and repeat Energy Upgrade business. Manage upgrades across all stages—assessment, proposal, technical review, negotiation, and closure—ensuring high win rates. Continuously refine account strategies, forecasts, and opportunity pipelines based on customer priorities and site insights. [Project Governance & Cross-Functional Collaboration] Coordinate with Project Engineering, Service, and Digital teams to ensure seamless delivery of upgrade projects. Oversee measurement & verification (M&V) using digital tools, validating energy savings and performance commitments. Work closely with Offering Teams and factories for product planning, delivery schedules, and configuration support. Drive customer satisfaction through proactive communication, issue resolution, and on-time project completion What We’re Looking For To thrive in this role, you should bring: Education and Experience BE/B.Tech in Mechanical, Electrical, or Instrumentation Engineering; MBA preferred. 15+ years of experience in HVAC, pumping systems, Fluid Flow/Hydronics and Heat Transfer Min 5 years of Demonstrated experience in Energy Upgrades (Retrofits) of Chiller Plant Rooms. Strong knowledge of HVAC plant rooms, energy optimization and Retrofits methodologies Experience managing regional sales teams and channel ecosystems. BEE Certifications (if any) are an added advantage. 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.