Channel Sales Manager – India

About the role

Lead the channel ecosystem in India for Armstrong Fluid Technology, driving roughly 60% of the country’s revenue through a high‑performing partner network. You will shape strategy, ensure compliance, and deliver sustainable, profitable growth while supporting the company’s sustainability mission.

Key responsibilities

• Own and deliver approximately 60% of India’s total order booking and revenue through channel‑led execution.
• Drive achievement of annual targets across projects, retrofits, service, and parts with a focus on profitable growth and margin discipline.
• Establish a standardized operating rhythm including pipeline management, forecasting accuracy, cadence calls, and performance reviews.
• Lead adoption of global value‑selling methodologies and equip channel partners with approved value propositions, ROI/TCO models, and reference architectures.
• Design effective territory coverage models and rationalise channel partners based on capability, compliance and performance.
• Develop structured consultant engagement programs and build ethical specification influence with MEP consultants, architects and design stakeholders.

Required profile

• Bachelor’s degree in mechanical or electrical engineering; MBA preferred.
• 15+ years of experience in HVAC, building technologies or capital equipment sales, with proven success leading multi‑region channel ecosystems.
• Strong commercial acumen, executive presence and ability to influence senior internal and external stakeholders.
• Demonstrated ability to operate within matrix organisations and balance local execution with global alignment.

Required skills

• Proficiency with Microsoft Office Suite and AI tools.
• Experience with CRM systems such as Infor CRM and Salesforce.
• Ability to read CAD drawings and other engineering tools.