Blue Star Limited
Website:
bluestarindia.com
Job details:
About the job
Our Story
Blue Star is India's leading Heating, Ventilation, Air conditioning and Commercial Refrigeration (HVAC&R) Company, with an annual revenue of over Rs 8000 crores, a network of 30 offices, 7 modern manufacturing facilities including the new state-of-the-art deep freezer facility at Wada, and Blue Star Climatech Limited’s world-class facility at Sri City; 3132 employees, and 4040 channel partners. The Company has manufacturing facilities at Dadra, Himachal Pradesh, Wada and Ahmedabad, which use modern, state-of-the-art manufacturing equipment to ensure that the products have consistent quality and reliability. The Company has a manufacturing footprint of more than 1 lakh sq m, with the mainstay of product development and R&D being energy-efficiency, coupled with eco-friendly and sustainable products.
What Your Role Entails
To drive AMC customer retention, contract renewals, warranty-to-AMC conversions, and new AMC business by proactively engaging with existing and prospective customers. The role is responsible for managing the complete AMC sales and contract lifecycle, including opportunity identification, customer visits, proposal submission, negotiation, order collection, contract activation, invoicing, payment collection, and participation in AMC tenders.
The role aims to maximize AMC renewal and conversion opportunities, strengthen customer relationships, increase service contract revenue, and ensure timely realization of AMC payments in line with company policies and business targets.
What You’ll Do:
A. AMC Renewal & Warranty Conversion
- Validate the CBO expiry list to identify AMC contracts that are approaching expiry.
- Analyze the expiry data and classify customers based on:
- AMC expiry status
- Warranty status
- Renewal potential
- Customer requirements
- Equipment/product installed base
- Identify opportunities for:
- AMC renewal
- Warranty-to-AMC conversion
- Retention of existing AMC customers
- Expansion of service coverage
- Prioritize customers based on contract expiry dates and business potential.
- Coordinate with the relevant internal teams to obtain required technical, commercial, and installed-base information.
- Prepare and submit AMC renewal/conversion proposals to customers within the defined timelines.
- Ensure proactive follow-up with customers to maximize renewal and conversion rates.
B. AMC Proposal, Negotiation & Order Collection
- Understand customer requirements and prepare appropriate AMC proposals in accordance with company guidelines and commercial policies.
- Submit proposals/quotations to customers and explain the scope, terms, coverage, pricing, and service benefits.
- Conduct negotiations with customers regarding:
- AMC pricing
- Contract duration
- Scope of services
- Service terms and conditions
- Payment terms
- Other commercial requirements
- Negotiate and finalize AMC contracts within the defined authority limits.
- Obtain necessary approvals from AH/RH wherever required as per the approval matrix.
- Follow up with customers for acceptance and collection of purchase/order confirmation.
- Ensure that customer orders are received with accurate scope, value, duration, and commercial terms.
- Coordinate internally to ensure the order is processed correctly and without delay.
C. Proforma Invoice & Payment Collection
- Prepare/submit the Proforma Invoice (PI) to the customer after receipt of the AMC order, as applicable.
- Coordinate with the customer to ensure timely payment against the AMC contract.
- Follow up proactively on outstanding payments.
- Maintain an updated tracker of:
- AMC orders
- Proforma invoices
- Payment due dates
- Payments received
- Outstanding amounts
- Coordinate with Finance/Accounts for payment confirmation and reconciliation.
- Escalate delayed payments to AH/RH or the concerned management team as required.
- Ensure that AMC contracts are not delayed due to avoidable documentation or payment-related issues.
D. AMC Contract Activation & CBO Coordination
- Submit the required validation to CBO for activation of AMC contracts.
- Ensure all required information and supporting documents are complete before submission.
- Closely monitor the contract activation process with CBO.
- Follow up with CBO to ensure timely activation of contracts.
- Resolve discrepancies or missing information that may delay activation.
- Confirm successful contract activation before proceeding with subsequent service activities.
- Coordinate the issuance of Work Orders (WO) to associates/service partners after contract activation.
- Ensure that work orders accurately reflect the applicable customer, contract, scope, and service requirements.
- Coordinate for timely invoice generation after completion of the required process/service activity.
E. Invoice Submission & Payment Recovery
- Ensure invoices are generated and submitted to customers as per agreed Terms of Payment (TOP).
- Track invoice submission and customer acknowledgement.
- Monitor invoice due dates and maintain an updated outstanding-payment tracker.
- Conduct regular payment follow-ups through calls, emails, and customer visits wherever required.
- Coordinate with Finance/Accounts for payment status and reconciliation.
- Identify ageing/outstanding invoices and prioritize recovery actions.
- Escalate long-pending or critical payment issues to AH/RH and other relevant stakeholders.
- Ensure timely collection of AMC payments and achievement of assigned collection targets.
F. Customer Relationship Management – PR Visits & Calls
PR = Personal Relationship/Customer Relationship visits, as applicable to the organization.
- Conduct regular PR visits and customer calls to maintain strong relationships with existing customers.
- Understand customer satisfaction levels, service concerns, upcoming requirements, and business needs.
- Proactively identify potential AMC renewal, conversion, spares, repair, and other service opportunities during customer interactions.
- Maintain regular contact with key decision-makers and influencers.
- Record customer interactions, requirements, commitments, and follow-up actions.
- Ensure timely closure of customer concerns by coordinating with the relevant internal teams.
- Strengthen customer relationships to improve retention and increase the likelihood of contract renewal.
G. PEP Customer Development
- Identify PEP customers and prospective accounts with potential for service contract business.
- Understand the customer's business, installed equipment base, service requirements, pain points, and expectations.
- Identify opportunities for AMC/service contracts based on customer needs.
- Develop and submit customized proposals to PEP customers.
- Coordinate with technical/service teams to develop appropriate service solutions.
- Conduct regular follow-ups with prospective customers to progress opportunities.
- Maintain a pipeline of PEP opportunities and track them through various stages.
- Convert identified opportunities into AMC orders in line with business targets.
H. AMC Tender Management
- Identify and track relevant AMC tenders for new business opportunities.
- Review tender requirements, eligibility criteria, scope of work, commercial terms, and submission timelines.
- Coordinate with technical, commercial, finance, legal, and other relevant teams to prepare tender submissions.
- Ensure all required tender documents are collected and submitted within the prescribed deadline.
- Support preparation of technical and commercial proposals as required.
- Coordinate for management approvals before tender submission.
- Monitor tender status and participate in the required customer interactions/clarifications.
- Maintain records of submitted tenders, outcomes, and future opportunities.
- Analyze unsuccessful tenders and identify areas for improvement wherever possible.
Education
- Graduate in Engineering, Business Administration, Commerce, or a relevant discipline.
- An MBA/PG qualification in Sales/Marketing would be an advantage.
- Technical qualification may be preferred depending on the industry.
Experience
- 3-10 years of experience in:
- AMC sales
- Service contract sales
- After-sales service
- Customer relationship management
- B2B sales
- Contract management
- Service business development
- Experience in equipment, industrial products, medical equipment, engineering products, or other service-oriented industries would be advantageous.
7. Functional Skills
The candidate should have:
- AMC sales and renewal management
- Customer retention
- Contract negotiation
- Proposal/quotation preparation
- B2B customer management
- Payment collection and receivables follow-up
- Tender management
- Sales pipeline management
- Customer relationship management
- Basic commercial understanding
- Order management
- Invoice and payment-cycle knowledge
- MS Office/Excel
- CRM/ERP/service management system experience
8. Behavioral Competencies
- Customer orientation
- Strong communication and negotiation skills
- Relationship-building ability
- Commercial acumen
- Strong follow-up and execution skills
- Ownership and accountability
- Result orientation
- Persuasion and influencing skills
- Ability to handle difficult negotiations
- Planning and prioritization
- Analytical thinking
- Coordination and stakeholder management
- Ability to work with targets and deadlines
Interested candidates can drop in their CVs at mitali.lavekar.ext@bluestarindia.com
Click on Apply to know more.