Solutions Key Account Manager - OEM Business

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.

In this role, Solutions KAM will drive Armstrong’s long-term OEM business growth across the South Region of India, shaping regional strategy and executing across the OEM channel for HVAC and cooling solutions. The role focuses on expanding key account penetration with leading OEM partners in the region – including Schneider Electric, Climaventa, Carrier, and other OEMs based out of the South Region – while engaging end users and  consultants to influence specifications and secure project closures. The incumbent will champion DE and digital solutions, own the full commercial lifecycle from new builds to service and parts, and lead cross-functional collaboration to accelerate innovation and secure sustained revenue growth.

Key Accountabilities

[OEM Business Vertical Leadership]

• Lead the OEM Business vertical strategy across the South Region of India, steering long-term growth, competitive differentiation, and market leadership.
• Drive revenue acceleration with a mandate to deliver ₹XX Cr+ in FY 2026, ensuring strong pipeline health and high win rates across new and retrofit OEM projects.
• Focus on old retrofit opportunities to improve their energy efficiency, decarbonisation foot print and provide ROI calculations for their easy decision-making process.
• Lead solution positioning and technical advocacy for DE, liquid cooling, pumping systems, and digital offerings across OEM partners and their end customers.
• Capable of delivering value-based propositions, lifecycle service offerings, and technical Differentiators.

[Sales & Market Development]

• Lead and support the South Region team in driving specifications, opportunity development, and conversions in the OEM segment.
• Work with Sales Leaders to create and monitor annual Sales & Market Development Plans for all OEM focus accounts across the South Region.
• Coordinate changes to Product strategies-configurations, and promotional programs to ensure competitive advantage.
• Participate in customer meetings, consultant engagements, and industry forums to accelerate market visibility and thought leadership.

[Key Account Management]

• Drive strategic account development for OEM customers in the South Region – including Schneider Electric, Climaventa, Carrier, and other regional OEMs – ensuring deep

engagement and long-term partnerships.

• Create KAP for top OEM accounts, driving share-of-wallet growth and solution penetration.
• Work closely with OEM partners, Consultants, end users and decision makers in the South Region to influence and specify DE solutions in early stages and engage regional contractors to drive timely project closures.
• Coordinate changes to account strategies, forecasts, and opportunity Pipelines based on evolving project timelines, customer priorities, and competitive movements.
• Participate in executive-level reviews, customer meetings, and cross-functional collaboration to accelerate closures, resolve escalations, and strengthen account relationships.

[Team Governance & Collaboration]

• Support cross-functional alignment across Sales, Project Engineering and Service to ensure cohesive execution of the OEM Business strategy.
• Collaborate with Marketing and Digital Solutions teams for vertical-focused campaigns and energy optimization offerings.
• Work with Offering Teams and factory for planning and forecasting.

What We’re Looking For

To thrive in this role, you should bring:

Education and Experience

• BE/B.Tech in Mechanical, Electrical, or Instrumentation Engineering; MBA preferred.
• 15+ years of experience in HVAC, pumping systems, Fluid Flow and Heat Transfer
• Min 5 years of Demonstrated experience in handling OEM clients and consultants.
• Strong knowledge of HVAC plant rooms, hydronics, and energy optimization.
• Experience managing regional sales teams and channel ecosystems.
• Industry-recognized HVAC or energy efficiency certifications, if any.

Technical Skills

Proficiency in Microsoft Office Suite and AI tools. 

• A self-starter attitude with the ability to work independently.
• Creative problem-solving skills and the ability to manage conflicts within various organizational structures.
• Out of the box thinker.
• Bringing in the culture of Teamwork among the peers.
• Proficient with CRM tools like Infor CRM, Sales force etc.
• Able to read through the CAD drawings other engineering tools to Understand and work on the projects.

Soft Skills

• The capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.
• Openness to learn.
• Team-oriented leadership skills with a proactive approach.
• An ability to communicate openly and authentically in all situations.

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.