Solution Sales AM - East

Armstrong International – Intelligent Solutions in Steam, Air and Hot Water; Kolkata; On-site; INR 800,000 - 1,500,000; Full time

Job summary

Armstrong International in Kolkata is searching for a Channel Manager – Solution Sales. This pivotal role involves driving market expansion and enhancing partner networks across North India. You'll be responsible for identifying and onboarding Business Associates while conducting performance monitoring and joint execution. Ideal candidates will have 8+ years of B2B industrial sales experience, particularly in channel management, and a mechanical engineering degree. The position entails significant travel across PAN India.

Qualifications

• 8+ years of experience in B2B industrial sales/business development.
• Minimum 3–4 years in channel management.
• Ability to conduct detailed audits and understand ROI-driven solutions.

Responsibilities

• Drive market expansion and strengthen partner network.
• Conduct site visits to validate partner capabilities.
• Define targets and lead performance reviews.

Skills

B2B industrial sales

Channel management

Interpersonal skills

Understanding thermal utilities

Market expansion

Education

Bachelor's degree in mechanical engineering

Job description

The Channel Manager – Solution Sales (North) shall be responsible for driving market expansion and strengthening our partnership network across North India. In this role, you will be driving our channel growth, responsible for identifying, vetting, new Business Associates (BAs) and Representatives, while nurturing our existing partner ecosystem.

Key Responsibilities

• Mapping the respective regional industrial market to identify coverage gaps and growth opportunities in collaboration with the Regional Manager / Business Development Manager, prospecting, evaluating, and shortlisting potential Business Associates (BAs) and Representatives who possess the right market reach, technical capability, and infrastructure.
• Prior experience and technical knowledge in steam systems, steam accessories (traps, valves), and thermal utilities is highly preferred and will be considered a significant advantage.
• Conducting physical site visits and thorough due diligence to validate partner capabilities before onboarding. Being detail‑oriented with a passion for fluid mechanics, thermodynamics, heat & mass transfer.
• Equipping partners with the tools necessary to conduct pre‑audits, calculate ROI, and draft technical proposals.
• Defining clear, actionable annual targets for all regional BAs and Reps, conducting joint customer visits and walkthrough audits with partners to help close complex deals and build their field credibility, and leading monthly review meetings to analyze performance, provide technical/commercial support, and identify continuous training requirements.

Key Requirements

• Market expansion and partner (Business Associate and Representative) identification and thorough study of customer’s steam & condensate network and their relevant processes.
• Channel onboarding & enablement.
• Performance monitoring & joint execution.
• Regional awareness of market, channel business experience.
• Ability to understand thermal utilities, pre‑audits, walkthrough audits, life‑cycle cost awareness, and articulate ROI‑driven solutions.
• Excellent interpersonal skills to build trust and accountability with external business owners.

Experience: 8+ years in B2B industrial sales/business development (at least 3–4 years in channel management)

Education Background: Engineering graduate (mechanical engineering)

Travel: Extensive travel across PAN India.

Education Level: Bachelor's degree or equivalent. Experience Level: 8–10 years.

Benefits: Physical requirements