About the jobOur StoryBlue 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 EntailsTo 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 ConversionValidate the CBO expiry list to identify AMC contracts that are approaching expiry.Analyze the expiry data and classify customers based on:AMC expiry statusWarranty statusRenewal potentialCustomer requirementsEquipment/product installed baseIdentify opportunities for:AMC renewalWarranty-to-AMC conversionRetention of existing AMC customersExpansion of service coveragePrioritize 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 CollectionUnderstand 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 perks.Conduct negotiations with customers regarding:AMC pricingContract durationScope of servicesService terms and conditionsPayment termsOther commercial requirementsNegotiate 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 CollectionPrepare/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 ordersProforma invoicesPayment due datesPayments receivedOutstanding amountsCoordinate 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 CoordinationSubmit 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 RecoveryEnsure 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 & CallsPR = 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 DevelopmentIdentify 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 ManagementIdentify 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.EducationGraduate 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.Experience3-10 years of experience in:AMC salesService contract salesAfter-sales serviceCustomer relationship managementB2B salesContract managementService business developmentExperience in equipment, industrial products, medical equipment, engineering products, or other service-oriented industries would be advantageous.7. Functional SkillsThe candidate should have:AMC sales and renewal managementCustomer retentionContract negotiationProposal/quotation preparationB2B customer managementPayment collection and receivables follow-upTender managementSales pipeline managementCustomer relationship managementBasic commercial understandingOrder managementInvoice and payment-cycle knowledgeMS Office/ExcelCRM/ERP/service management system experience8. Behavioral CompetenciesCustomer orientationStrong communication and negotiation skillsRelationship-building abilityCommercial acumenStrong follow-up and execution skillsOwnership and accountabilityResult orientationPersuasion and influencing skillsAbility to handle difficult negotiationsPlanning and prioritizationAnalytical thinkingCoordination and stakeholder managementAbility to work with targets and deadlinesInterested candidates can drop in their CVs at

📌 Area Sales Executive (Borivali)
🏢 Blue Star
📍 Borivali