Channel Sales Engineer

THERMAX; Pune District; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Thermax is seeking a Channel Sales Engineer in Pune to drive sales and proposals for Air Pollution Control Systems across steel, cement, boiler, pharma, and chemical sectors. You will develop techno-commercial offers, coordinate with vendors, and support project execution from order to handover, ensuring customer satisfaction and target achievement.

Must have 3–5 years’ experience and a BE/BTech in Mechanical or Chemical, with proficiency in ERP, SAP/Oracle, Excel, and AutoCAD for scope

Qualifications

• Awareness of CPCB/SPCB norms, emission limits and compliance requirements.
• Knowledge of process integration in APC design with upstream/downstream processes.
• Cost engineering, value engineering and cost optimization without compromising quality.
• Ability to read contracts and assess risk in offers.

Responsibilities

• Prepare techno-commercial offers with clear scope of supply and costing.
• Coordinate with vendors for technical backups and pricing.
• Manage ERP order approvals and transfer meetings for large projects.
• Support engineering teams during order execution and customer handover.

Skills

Channel Sales

Proposal Development

Costing

Negotiation

Cross-functional

Travel readiness

Education

B.E./B.Tech (Mechanical/ Chemical)

Tools

SAP

Oracle

Salesforce

AutoCAD

SharePoint

Excel

PowerPoint

MS Teams

Job description

Job Title: Channel Sales Engineer

Division: Enviro Channel Business Group
Location: Pune
Experience: 3–5 years
Qualification: B.E / B.Tech (Mechanical / Chemical)
Reporting To: Group Head – Channel Management Group

Position Purpose

To drive sales and proposal activities for Air Pollution Control Systems such as Bag Filters, Dust Collectors, ESPs, and Scrubbers in assigned industrial sectors (steel, cement, boiler, pharma, food, chemical, etc.), ensuring optimum techno-commercial solutions, competitive costing, and customer satisfaction while meeting business targets.

Key Roles & Responsibilities:

1. Proposal Development & Enquiry Handling

• Carry out preliminary analysis of customer enquiries for feasibility and scope alignment.
• Prepare optimum costing for proposed systems, referencing past executed orders and maintaining proper cost backups.
• Prepare and submit detailed techno-commercial offers with well-defined scope of supply in line with customer requirements.
• Attend technical meetings (case-to-case basis) to position solutions and clarify offer-related queries.

2. Vendor & Supplier Coordination

• Float enquiries to relevant suppliers for offer support and technical backups.
• Validate vendor quotations for technical compliance, cost accuracy, and alignment with project requirements.

3. Order Processing & Internal Approvals

• Approve ERP orders only after confirming clarity in scope/specifications and completeness of pricing, delivery, and documentation.
• Conduct Order Transfer Meetings (OTM) for large-value projects with all stakeholders.
• Provide necessary cost calculations, vendor offers, and proposal backups to execution teams.

4. Customer & Execution Support

• Obtain customer approvals for changes such as alternate makes, scope additions/deletions, or changes affecting delivery/cost.
• Support detailed engineering teams during order execution to resolve scope ambiguities or deviations against contract.
• Coordinate with sales during project execution to ensure smooth handover and customer satisfaction.

Critical Competencies for the position:

a) Functional Competencies

• Strong knowledge of basic engineering principles for Bag Filters, Dust Collectors, ESPs, and Scrubbers.
• Understanding of applications in steel, cement, boiler, pharma, and food industries.
• Proficiency in preparing and presenting technical and commercial proposals.
• Effective communication, presentation, and analytical skills.
• Strong commercial acumen and ability to optimize costing.
• Willingness to travel for customer meetings, site visits, and vendor coordination.

b) Behavioral Competencies

• Smart, enthusiastic, and proactive with a collaborative team approach.
• Results-oriented with a strong focus on targets and deadlines.
• High customer orientation and service mindset.
• Ability to build and nurture internal and external networks.
• Self-motivated and driven by achievement.

Required Skills for the position:

a) Technical & Industry-Specific

• Pollution Control Regulations Awareness – CPCB/SPCB norms, emission limits, and compliance requirements.
• Process Integration Knowledge – Linking APC design to upstream/downstream processes.
• Material & Fabrication Knowledge – Steel grades, corrosion protection, manufacturing processes.
• Cost Engineering – Value engineering and cost optimization without compromising quality.

b) Sales & Commercial Acumen

• Negotiation skills for customers and vendors.
• Bid strategy development considering competitor positioning and market pricing trends.
• Contract reading and interpretation of clauses, payment terms, and LD conditions.
• Risk assessment in offers.

c) Project Interface Skills

• Cross-functional coordination with engineering, procurement, execution, and service teams.
• Time management for handling multiple enquiries simultaneously.
• Problem-solving for technical and commercial ambiguities.

d) Soft Skills

• Customer relationship management and trust building.
• Adaptability to changing project priorities and market conditions.
• Presentation and persuasion in customer-friendly language.
• Attention to detail in cost sheets and technical compliance statements.

e) IT Skills Required

• ERP Systems: SAP / Oracle or equivalent for order processing, costing, and approvals.
• MS Office Suite:
• Excel – Advanced (costing templates, pivot tables, lookups, charts, conditional formatting).
• Word – Proposal documentation and formatting.
• PowerPoint – Technical and commercial presentations.
• AutoCAD/Drafting Tools: Basic drawing reading for scope validation (2D layouts).
• CRM Tools: Salesforce or equivalent for enquiry tracking and pipeline management.
• Document Management: SharePoint / DMS for drawings, vendor offers, and backups.
• Communication Tools: MS Teams / Zoom / Webex for virtual technical meetings.
• Data Analysis & Reporting: MIS generation for proposal status, win-loss analysis, and costing trends.

Key Performance Indicators (KPIs)

• Proposal submission turnaround time.
• Proposal win rate (% of orders won vs. bids submitted).
• Accuracy of costing vs. actual execution cost.
• Timely completion of ERP order approvals.
• Customer satisfaction scores and feedback.
• Reduction in scope deviations and post-order clarifications.