Assistant Key Accounts Manager - Defence & Government, North India

Armacell; Delhi; On-site; INR 1,500,000 - 2,300,000; Full time

Job summary

Armacell is seeking a Specifications Manager to lead technical excellence for North India's product portfolio. You will advise customers on insulation performance, prepare technical proposals, and drive specification-driven sales in Defence & Government sectors.

The role requires 8–14 years of mechanical engineering experience, strong communication, CRM fluency, and ability to travel across the region. You will develop documentation, engage with consultants, architects, and end-users to grow

Qualifications

• B.E. in Mechanical Engineering required.
• Minimum 8–14 years post-qualification experience.
• Experience with Defence & Government customers essential.
• Knowledge of insulation systems and applications.
• Experience in specification-driven sales.
• Proven ability to present technically to customers.

Responsibilities

• Provide technical solutions to customers including performance and calculations.
• Lead testing and certification guidance for regulatory compliance.
• Manage product and project specifications.
• Develop technical literature and tools with Global Energy Technical team.
• Build relationships with investors and key influencers to convert to Armacell accounts.
• Undertake organized business development and forecast demand.
• Map customer expansions to generate project enquiries.

Skills

Technical presentations

Analytical skills

Communication skills

Autonomy

CRM tools

Education

B.E. in Mechanical Engineering

Tools

Salesforce

Calculation software

Job description

Armacell provides numerous and diverse career opportunities. Add your talent to ours and make a difference around the world!

Purpose of the Job:

To provide customer-focused solutions on the use of Armacell thermal and acoustic insulation by providing advice on system performance, calculation of key properties, guidance on compliance matters, and developing high-quality technical proposals and specification support. To lead technical excellence in management of North India‘s product portfolio.

Key Dimensions:

Value of Specifications

New Pipeline of Projects

New Specification value

Specification Upgradations

New Product Sales

Net Sales Value

Standard Margin

Description of main tasks:

The Specifications Manager is responsible for the following tasks:

1) Technical solutions for customers - Providing advice on product performance and selection in order to achieve outcomes that meet customer needs. These will include areas such as condensation control, energy saving, heat flow, and material composition. It also includes preparation of technical calculations and detailed technical proposals during the bidding stage. This will include provision of specification templates, provision and interpretation of technical drawings, detailed design support and material quantity ‘take-offs’,

2) Product testing and certification - Provide guidance and direction to the Energy Technical and Certification Specialist in relation to the testing and certification requirements of products to meet market requirements. Ensuring compliance to regional regulations and document-management according to company policy.

3) Product specification management - Advising on the technical performance specifications for products and systems

4) Project specification management - Managing, writing and reviewing engineering specifications that recommend how products are used on projects and their key performance criteria

5) Local technical leadership - Providing leadership to technical activities in the REGION, coordinating activities and ensuring consistency in knowledge, advice and procedures

6) Technical presentations - Presentations to customers and at events on product performance, product applications and regulations affecting insulation materials

7) New product development - Working in cooperation with Marketing and R&D staff to assist in the development and trials of new products and systems

8) Training of customers and staff - Providing technical and product training to Armacell staff, distributors and engineers.

9) Development of technical literature and tools - Together with the Global Energy Technical team, support in the preparation of technical literature such as technical bulletins. Management of software tools such as calculation software.

10) Relationship Management

• To build effective relations with Investors and Key Influencers in converting them to Armacell accounts.
• Build relationships with consultants, architects, builders, End-users/Key Accounts to convert them to Armacell specifications

11) Business Development

• To undertake organized Business Development activities.
• To conduct demand forecasting for chosen vertical based on market intelligence

12) Develop new customer base

Achieve the targeted New Customer additions and number of Rate Contract agreement with Customers thereby enabling revenue growth

13) Mapping the Customer Expansions

To Map the Customer Expansions thereby generating project enquiries in the Government & defense segment Verticals and establishing a strong project pipeline for the Region.

Job Specifications:

Professional Education

Degree in Mechanical Engineering (B.E.)

Professional Experience (how long)?

Minimum of 8-14 years post-qualification experience

In which areas?

Must have worked in industry which has Defence & Govt. companies as a customer base.

Knowhow & customer relationships in Defence & Government sector is required

Other specific skills/ knowledge?

• Knowledge of insulation systems and applications within the Government & Defense sector
• Must have worked directly in previous tenure in Government & Defense Sector
• Experience in calculations relevant to insulation performance
• Experience in specification-driven sales
• Experience of working on technical working groups, approvals bodies, committees and trade associations
• Experience in providing technical support for external & internal customers
• Solid skills in delivering technical presentations
• Experience in product development, modification and new product launches
• Analytical and data driven in solving complex problems
• Strong organizational and communication skills
• Highly motivated and able to work autonomously to deliver outcomesA proactive and enthusiastic ‘can do’ attitude
• Passionate about making a difference

Language skills

Good written and spoken English

Comments / Additional requirements

Ability to travel

Excellent skills in Microsoft word and excel.

Is familiar with the use of CRM tools (such as Salesforce)

Proficient with reading and interpreting Engineering Drawings, Plant Layouts, Pipe layouts etc.

Time Type:

Full time