Vertical Leader: Solution Specialist – Healthcare

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      "postalCode": "400 080",
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    "description": "<p>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.</p>\n<p>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.</p>\n<p><span style=\"font-weight: bold\">Role Purpose</span></p>\n<p>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.</p>\n<p><span style=\"font-weight: bold\">Key Accountabilities</span></p>\n<ul>\n<li>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.</li>\n<li>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.</li>\n<li>Drive multi-year, multi-property, multi-product engagements with named chain accounts – converting one property win into group-wide standardisation and rate contracts.</li>\n<li>Build close connection with C-suite and project-head relationship, and consultant- and channel-led specification selling across Tier 1, 2 &amp; 3 accounts.</li>\n<li>Coordinate cross-vertical pursuits with the regional and area sales managers.</li>\n<li>Govern Key Account pricing guardrails together with the Sales Head.</li>\n<li>Bring voice-of-customer from chain HQs and property-level operations back into product and portfolio plans.</li>\n<li>Report Key Account health and risk to the Business Head monthly.</li>\n<li>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.</li>\n<li>Provide effective territory planning, opportunity management, and consultant engagement to ensure specification, conversion, and order closure.</li>\n<li>Support achievement of regional and area sales targets through disciplined pipeline management and customer relationship development.</li>\n<li>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.</li>\n<li>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.</li>\n<li>Coordinate commercial and technical inputs in line with project requirements and market dynamics.</li>\n<li>Participate in key customer meetings, technical presentations, and project reviews.</li>\n<li>Support through joint customer visits, opportunity qualification, and solution positioning.</li>\n<li>Contribute in sales reviews, forecasting meetings, and regional planning sessions.</li>\n<li>Support Armstrong’s brand presence and value proposition across the region.</li>\n<li>Work with management to execute growth initiatives and penetration strategies for full swing offering and lead the optimisation led solution selling approach.</li>\n<li>Coordinate pricing, commercial approvals, and contractual discussions within defined authority levels.</li>\n<li>Participate in continuous improvement initiatives and market intelligence sharing.</li>\n<li>Funnel coverage ≥0× quarterly target</li>\n<li>Gross margin ≥ XX % by vertical</li>\n<li>Drive ARM ≥ XX across vertical mix</li>\n<li>New logo wins by vertical</li>\n</ul>\n<p><span style=\"font-weight: bold\">Primary KPIs</span></p>\n<ul>\n<li>Strategic-account revenue and growth rate.</li>\n<li>Wallet share within named accounts.</li>\n<li>Multi-year contract value signed.</li>\n<li>Funnel health and margin in the Key Accounts segment.</li>\n</ul>\n<p><span style=\"font-weight: bold\">What We’re Looking For</span></p>\n<p>To thrive in this role, you should bring:</p>\n<p><span style=\"font-weight: bold\">Education and Experience</span></p>\n<ul>\n<li>University B. Tech Degree or equivalent.</li>\n<li>Minimum <span style=\"font-weight: bold\">10 plus years of experience</span> in B2B sales within HVAC, Chiller &amp; Pumping systems, building services, or allied industries.</li>\n<li>Acquaintance of NABH standards is mandatory for the role.</li>\n<li>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.</li>\n<li>Minimum 5 years of experience working with engineering, manufacturing and distribution operations in commercial building equipment sales – preferably servicing chain hospitality and healthcare customers.</li>\n<li>Experience working with Architects, consulting engineers, EPC contractors, and channel partners in the North India market is strongly preferred.</li>\n<li>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.</li>\n</ul>\n<p><span style=\"font-weight: bold\">Technical Skills</span></p>\n<p>- Proficiency in Microsoft Office Suite and AI tools. </p>\n<ul>\n<li>A self-starter attitude with the ability to work independently.</li>\n<li>Creative problem-solving skills and the ability to manage conflicts within various organizational structures.</li>\n<li>Out of the box thinker.</li>\n<li>Bringing in the culture of Teamwork among the peers.</li>\n<li>Proficient with CRM tools like Infor CRM, Sales force etc.</li>\n<li>Able to read through the CAD drawings other engineering tools to Understand and work on the projects.</li>\n</ul>\n<p><span style=\"font-weight: bold\">Soft Skills</span></p>\n<ul>\n<li>The capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.</li>\n<li>Openness to learn.</li>\n<li>Team-oriented leadership skills with a proactive approach.</li>\n<li>An ability to communicate openly and authentically in all situations.</li>\n</ul>\n<p><span style=\"font-weight: bold\">Why Armstrong Fluid Technology?</span></p>\n<p>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.</p>",
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