Inside Sales Executive – Channel Support (West Region)

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.

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.

The Inside Sales Executive – Channel Support is a high-impact role focused on enabling our channel partners across the West region of India to win more business through structured pre-bid support, disciplined CRM hygiene, and consistent value-selling execution. The incumbent will act as the remote engine behind the channel team—qualifying opportunities, building compelling bid narratives, supporting ROI/DEVA presentations, and driving funnel velocity from lead identification through to closure. The West region—anchored by major commercial, industrial, and infrastructure hubs across Maharashtra, Gujarat, Goa, Madhya Pradesh, and Chhattisgarh—represents a high-growth market with strong activity in data centers, pharmaceuticals, manufacturing, healthcare, and commercial real estate.

Working in close partnership with the Channel Manager and regional channel partners, this role ensures that every opportunity is properly evaluated, accurately captured in CRM, supported with the right value proposition, and tracked through its full life cycle—with detailed walkbacks on every won and lost bid. The role is critical to strengthening conversion rates, improving funnel quality, and accelerating channel-led growth in the assigned territory.

Key Accountabilities

Pre-Bid Support & Opportunity Qualification

• Provide end-to-end pre-bid support to channel partners across the West region for new opportunities.

• Evaluate each opportunity on POMA (Project, Opportunity, Money, Authority) parameters and document the competitive landscape clearly in CRM.

• Develop a structured “Reason to Bid” and articulate our differentiated value proposition for every qualified opportunity.

• Guide channel partners on the right product selection for all new-build jobs, ensuring technical fit, commercial competitiveness, and alignment with customer requirements.

• Support EYU (Energy You Use / replacement & upgrade) opportunities by preparing ROI and DEVA presentations that quantify customer savings and lifecycle value.

• Partner remotely with channel teams to co-present value-proposition solutions directly to end customers, consultants, and decision makers.

CRM Discipline & Opportunity Management

• Own the accuracy, completeness, and timeliness of all opportunity data in CRM for the West region.

• Ensure CRM data is always clean, current, and relevant—reflecting the true status, stage, value, and next steps for every opportunity.

• Load all new opportunities into CRM with full details including POMA assessment, competitive landscape, value proposition, and bid rationale.

• Track Turn-Around-Time (TAT) from opportunity creation to conversion and proactively drive actions to compress cycle times.

• Monitor and report funnel growth, coverage ratios, stage-wise conversion, and pipeline health for the assigned region.

Channel Cadence & Walkback Governance

• Conduct structured weekly review calls with each channel partner to track progress on every active opportunity.

• Share a detailed walkback for all non-DE (non-design-engineered / standard) jobs to capture learnings, gaps, and corrective actions.

• Ensure a minimum of two walkback reviews are conducted across the life cycle of every opportunity—covering strategy, positioning, and competitive response.

• Document a detailed walkback for every won and lost opportunity, capturing key wins, loss reasons, competitive insights, and replicable best practices.

• Use walkback insights to continuously improve partner capability, bid quality, and win rates.

Lead Generation & Project Tracking

• Mine and share project leads from global data sources (Dodge, BCI, GlobalData, ProjectsToday, and equivalent) for upcoming projects in the West region.

• Assign qualified leads to the appropriate channel partners and track their progress from identification through specification to bid stage.

• Maintain a live project tracker that captures status, key stakeholders, consultants, expected timelines, and current actions.

• Proactively flag at-risk opportunities and coordinate with the Channel Manager and partners on recovery plans.

Collaboration & Reporting

• Work in close partnership with the Channel Manager to align on territory priorities, key pursuits, and partner performance.

• Collaborate with application engineering, product, marketing, and pricing teams to secure timely inputs for selection, ROI, and DEVA submissions.

• Publish weekly and monthly dashboards covering funnel growth, conversion, TAT, win/loss ratio, and walkback compliance.

• Ensure adherence to global pricing governance, compliance standards, and ethical business practices in all bid support activities.

What We’re Looking For

To thrive in this role, you should bring:

Education and Experience

• Bachelor’s degree in mechanical or electrical engineering; MBA preferred.

• 3–7 years of experience in inside sales, pre-sales, bid management, or sales support—preferably in HVAC, building technologies, pumps, or capital equipment.

• Proven experience supporting channel-led or distributor-led businesses with structured opportunity management.

• Strong understanding of consultant-driven, long-cycle project sales environments.

• Familiarity with the western India market is preferred.

• Strong commercial acumen with a structured value-selling mindset.

• High level of process discipline, data-driven decision making, and personal accountability.

• Demonstrated ability to manage multiple opportunities and partners concurrently without compromising quality.

Technical Skills

• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word) and AI productivity tools.

• Hands-on experience with CRM tools such as Infor CRM, Salesforce, or equivalent—including funnel management, dashboards, and reporting.

• Ability to build and present ROI, TCO, and DEVA models that translate technical features into customer value.

• Ability to read and interpret CAD drawings, schematics, and technical specifications to support product selection.

• Familiarity with global project lead databases (Dodge, BCI, GlobalData, ProjectsToday or similar).

• A self-starter attitude with the ability to work independently in a remote, matrixed environment.

• Creative problem-solving skills and the ability to manage priorities across multiple stakeholders.

Soft Skills

• The capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.

• Strong written and verbal communication skills with the ability to present remotely to customers and consultants.

• Openness to learn and adapt in a fast-paced environment.

• Team-oriented mindset with a proactive, ownership-driven approach.

• An ability to communicate openly and authentically in all situations.

• Strong follow-through and persistence in driving opportunities to closure.

Why Armstrong Fluid Technology?

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.