Engineer - Application Engineering

Sales Process and Proposal Development

Strict Adherence to Sales Process:
Ensure that the sales process is consistently followed when developing value propositions and solutions, with a focus on upselling relevant opportunities tailored to stakeholder needs
.

Solution Articulation & Upselling:
Develop solutions that meet customer needs while upselling relevant products or services.

Proposal Development:
Select the appropriate Armstrong product(s) based on customer needs and product selection tools, ensuring the proposal is clear, high-quality, and tailored to the customer's requirements.

Customer Engagement and Meetings

Customer Meetings & Presentations:
Plan, manage, and participate in customer meetings across India, including value/savings articulation, Building Life Cycle Performance (BLCP) solution presentations, both in-person and virtually.

Collaboration with Sales Managers:
Work closely with sales managers and field teams to ensure timely customer engagement, focusing on design and application discussions at crucial decision-making points in the customer buying process.

CRM and Opportunity Management

CRM Management:
Utilize the CRM system daily for tracking inquiries, managing opportunities, sales qualification reviews, and documenting meeting notes. Regularly update opportunities and aim for continuous improvement in data quality.

Opportunity Management:
Monitor customer inquiries and project reviews, ensuring opportunities are properly managed through key sales stages.

Technical Evaluation and Proposal Support

Technical Evaluation:
Analyze customer specifications, schematic drawings, and P&ID to determine the best Armstrong solution for optimizing HVAC plantroom efficiency.

Tender Clarification and Solution Development:
Participate in customer dialogue for complex projects, contributing to solution development, tender clarification, and articulating the benefits of Armstrong's products to help secure business.

Business Performance and KPI Tracking

Business KPIs:
Track and monitor key business KPIs to meet strategic objectives, presenting the results during monthly business review meetings.

Internal and External Development

Sales Team Development:
Assist in the development of internal and external sales teams, reps, and customers by providing technical training and contributing to speaker slots at relevant events.

Client Engagement & Site Visits:
Travel for site visits with sales teams to ensure proper articulation of Armstrong value propositions. Facilitate Basis of Design (BoD) and BLCP discussions, incorporating Armstrong solutions into project specifications and schedules.

Strategic Contribution

Sales Forecasting & Strategic Initiatives:
Participate in regional and national sales meetings, contributing to sales forecasts and strategic planning.

What We're Looking For

To thrive in this role, you should bring:

1. Education: A university degree in Mechanical Engineering or a related field.
2. Experience: At least 2-3 years of experience in the HVAC industry, with proven experience in technical support and/or internal sales roles.
3. Technical Knowledge: In-depth knowledge of HVAC solutions, systems, and products (Chillers, Pumps, Controls), as well as pumping and piping systems.
4. Proficiency in HVAC product selection software and technical application engineering.
5. Software Skills: Microsoft Office Suite, AutoCAD, Product Selection Tool and CRM.
6. Technical Documentation: High degree of fluency in reading and interpreting P&ID/Schematic drawings.
7. Communication: Strong presentation, communication, and interpersonal skills to interact with consulting engineers, customers, and internal teams.
8. Problem-Solving: Demonstrated ability to analyze complex problems, conduct root cause analysis, and offer clear, practical solutions.
9. Work Style: Proactive, flexible, and capable of working independently with minimal supervision.
10. Sales Skills: Customer-facing experience with a technically competent understanding of HVAC systems and solutions.
11. Experience in a customer-oriented technical team or internal sales role.
12. Strong organizational skills and attention to detail.
13. Ability & open to travel domestically - 30%.

Why Armstrong Fluid Technology?

By joining us, you'll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You'll have endless opportunities to learn, grow, and make a significant impact on the world. Together, we'll build tomorrow's solutions today.