Overview

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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

Qualifications

• To Thrive In This Role, You Should Bring

Education

• 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.
• 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.
• 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.