Sales Manager

Role Overview

Responsible for driving service revenue growth from the existing customer base through proactive customer engagement and regular site-level interactions. The role identifies operational gaps, reliability risks, and improvement opportunities, positions Armstrong Dematic service capabilities as a lifecycle value proposition, and converts opportunities into revenue through Spares, AMC/CMC, OSS, upgrades, modifications, and new modules.

Key Responsibilities

• Build and manage strong customer relationships through regular site visits and operational reviews.
• Present and position Armstrong Dematic service capabilities as a lifecycle value proposition.
• Identify operational gaps, reliability risks, and improvement opportunities at customer sites.
• Convert identified opportunities into executable service proposals and orders.
• Generate service revenue through Spares, AMC/CMC, OSS, upgrades, system modifications, and new modules.
• Coordinate with Service Operations, Engineering, Spares, Sales, Accounts, and Project teams for solution finalization and commercial closure.
• Ensure smooth handover from order booking to service execution and closure.
• Drive customer retention, contract renewals, and increased share of wallet from the installed base.
• Track identified opportunities, conversion status, and service revenue performance against targets.
• Influence customer decisions using technical understanding, data, business value, and solution-based selling.

Key Skills & Competencies

Business & Technical Competencies

• Strong understanding of automated systems such as ASRS, Conveyors, Sorters, Robotics, and WCS, along with maintenance concepts including MTBF, MTTR, uptime, and spares strategy.
• Ability to understand customer operations, identify reliability and improvement opportunities, and translate technical issues into business value propositions.
• Good understanding of service offerings including Spares, AMC/CMC, OSS, upgrades, modifications, and lifecycle support.

Customer, Sales & Stakeholder Management

• Consultative and solution-selling mindset with strong customer relationship management skills.
• Confident presentation and negotiation skills, with the ability to influence customer decisions using data and logic.
• Strong cross-functional coordination and follow-up discipline for proposal finalization, order conversion, execution handover, and closure.

Behavioural Competencies

• High ownership and accountability for revenue opportunities and customer commitments.
• Strong customer empathy and problem-solving orientation.
• Self-driven and comfortable working independently at customer sites.
• Collaborative mindset across Service, Engineering, Spares, Sales, Accounts, and Project functions.
• Disciplined follow-up and result-oriented approach to opportunity conversion and customer retention.

Technical / Functional Skills:

• Service Sales and After-Sales Business Development.
• Intralogistics / Automation / Material Handling Systems.
• AMC/CMC, Spares, OSS, Upgrades and Modification Solution Selling.
• Customer Site Assessment, Opportunity Identification and Proposal Conversion.
• Commercial negotiation, presentation, reporting, and MS Office skills.

Educational Qualification

• BE / BTech / Diploma in Mechanical, Electrical, Automation, or Mechatronics.
• MBA in Sales / Marketing / Operations preferred.
• Minimum 5-7 years of relevant experience in Service Sales, After-Sales, or Technical Sales; exposure to Intralogistics / Automation / Material Handling systems and 24x7 industrial maintenance environments preferred.