Regional Sales Director - Industrial Products/Heavy Machinery

Regional Sales Director - Industrial | India/APAC/China

Travel: Approximately 80% across India, APAC and China

Reports to: General Manager - Industrial

About the Role:

We are looking for a senior B2B sales leader to drive Armstrong Fluid Technology's industrial business across India, APAC and China.

The person will be responsible for developing the regional sales strategy, leading senior sales teams, growing key accounts, developing new markets and delivering profitable revenue growth.

This is a regional leadership role, requiring strong experience in industrial solution sales, fluid/gas applications, large projects and strategic B2B selling.

Key Responsibilities:

1. Regional Sales Strategy:

• Develop and execute the sales strategy for India, APAC and China.
• Convert global business objectives into regional sales plans.
• Identify high-growth markets, industries and customer segments.
• Develop go-to-market strategies for the region.
• Drive long-term revenue and margin growth.

2. Sales Leadership:

• Lead and coach senior sales leaders across India/APAC/China.
• Set sales targets and monitor regional performance.
• Improve sales processes, forecasting and pipeline management.
• Build a strong and accountable sales organization.
• Develop future sales leaders and succession plans.

3. Large B2B / Solution Sales:

• Drive high-value, long-cycle industrial sales.
• Develop relationships with OEMs, EPC/contractors, engineering consultants and end users.
• Engage with CXO and senior customer stakeholders.
• Lead strategic negotiations and major opportunities.
• Position Armstrong's complete portfolio based on customer requirements and business outcomes.

4. Consultant & Specification Selling:

• Build relationships with engineering consultants and project stakeholders.
• Influence product/solution specifications and get Armstrong solutions included as the Basis of Design (BOD).
• Identify upcoming projects and ensure Armstrong is positioned early in the project lifecycle.

5. Market & Business Development:

• Identify new customers, industries, projects and channel opportunities.
• Develop strategic accounts and channel partners.
• Support expansion into new markets across APAC and China.
• Work with global product and marketing teams to strengthen Armstrong's regional positioning.

6. Commercial & Financial Management:

• Own regional sales targets and commercial performance.
• Manage pricing, margins, budgets and commercial decisions.
• Improve forecast accuracy and CRM discipline.
• Work with Finance and Operations teams to align sales demand with capacity and profitability.
• Focus on profitable and sustainable growth, not just sales volume.

7. Customer & Leadership Engagement:

• Build long-term strategic relationships with key customers.
• Act as an executive-level escalation point for major accounts.
• Represent Armstrong with customers, partners and other external stakeholders.
• Promote a customer-centric and consultative sales culture.

Ideal Candidate:

Experience:

• 15 - 18+ years of progressive sales/commercial leadership experience.
• Experience managing regional sales teams/leaders across India/APAC or other complex international markets.
• Strong experience in industrial B2B solution sales.
• Experience in industrial fluids, industrial gases, fluid-flow systems, HVAC or related industrial solutions is highly relevant.
• Proven experience handling large, long-cycle projects and strategic accounts.
• Experience selling through consultants, OEMs, EPCs/contractors and end users.
• Experience getting products/solutions specified as Basis of Design (BOD).
• Strong record of delivering revenue growth and achieving sales targets.
• Regional P&L, budgeting and commercial management experience.

Technical / Commercial Skills:

• Industrial fluid-flow and/or gas applications.
• Solution and value-based selling.
• Consultative selling and complex negotiations.
• Strategic account management.
• Sales forecasting and CRM.
• Pricing and commercial governance.
• Microsoft Office 365.
• Ability to present technical and commercial solutions to senior customers.

Education:

• Bachelor's degree in Mechanical, Electrical, Business or related field.
• MBA or equivalent executive education is preferred.

Important Candidate Screening Points:

• Before submitting a profile, confirm:
• 1. 15 - 18+ years total experience
• 2. Current/previous senior sales leadership responsibility
• 3. Experience managing sales managers/leaders
• 4. Industrial B2B solution sales exposure
• 5. Experience with fluid-flow / industrial fluids / gases / HVAC / related solutions
• 6. Experience selling to OEMs, consultants, EPCs/contractors and end users
• 7. BOD/specification selling experience
• 8. Large-ticket, long-cycle project sales
• 9. Regional revenue/target/P&L ownership
• 10. India/APAC/international market exposure
• 11. Willingness to travel approximately 80%
• 12. Ability to work from Delhi/NCR

In One Line:

We need a senior industrial B2B sales leader who can lead regional sales teams and grow India/APAC/China business by winning large fluid-flow/industrial solution projects, developing strategic accounts and consultants, influencing BOD specifications, and delivering profitable and sustainable growth.