: Assistant Area Manager (Lab Water Sales and Service)

Company: Borosil Scientific Limited

Industry: Industrial Equipment / Scientific & Laboratory Equipment

Location: Ahmedabad

Experience Required: 6-10 Years

Website: https://www.borosilscientific.com/

Gender: Male Only

About the Company

Borosil Scientific Limited is a leading Indian manufacturer and supplier of laboratory glassware, scientific instruments, laboratory equipment and consumables, with over six decades of industry expertise. The company offers a comprehensive portfolio of scientific solutions, including laboratory water purification systems, serving pharmaceutical, biotechnology, research, healthcare and industrial laboratories.

Borosil

Scientific focuses on delivering reliable, high-quality products and technical solutions to customers across India and international markets.

Role Purpose The role will support and grow the Lab Water business in Pune and the assigned territory while ensuring that customers receive dependable support after the sale. The role involves understanding laboratory requirements, recommending suitable solutions, converting opportunities, coordinating installations and staying connected with customers throughout the life of the equipment.

The person should be comfortable discussing business with decision-makers and equally willing to work with users and service colleagues at the customer site.

Key Responsibilities

1. Territory Sales and Business Development

- Prepare and execute the annual territory plan for revenue, order intake, gross margin, new-account acquisition and installed-base expansion in line with the business plan.
- Map and develop target accounts across pharmaceuticals, biotechnology, CRO and CDMO organisations, healthcare and diagnostics, academic and government research, food and beverage, chemicals, environmental testing and other quality-control laboratories.
- Generate qualified opportunities through direct customer coverage, referrals, channel partners, exhibitions, seminars, application discussions and systematic follow-up of enquiries and leads.
- Understand the customer's application, required water grade, daily and peak demand, feed-water quality, available utilities, installation conditions, documentation expectations and lifecycle-cost considerations before recommending a solution.
- Prepare explicit techno-commercial proposals and budgetary offers, negotiate within delegated authority and secure orders with appropriate price, margin, payment and delivery terms.
- Provide accurate technical and customer inputs to the commercial or tender-support team whenever their assistance is required.
- Maintain a healthy opportunity funnel, update CRM or sales trackers, submit accurate forecasts, and review conversion risks and recovery actions with the reporting manager.
- Monitor competitor activity, market pricing,



application trends and customer feedback; provide structured inputs for product positioning, sales strategy and portfolio improvement.

1. Application and Solution Selling

- Position Type I, Type II, Type III and combined Type I and II systems according to the customer's analytical, life-science and general laboratory requirements.
- Explain relevant performance parameters such as conductivity, resistivity, total organic carbon, microbial and particle control, flow rate and storage capacity without making unsupported performance or compliance claims.
- Work with application, product and service specialists to select appropriate configurations involving reverse osmosis, electro-deionisation, UV or TOC options, ultrafiltration, storage and recirculation, dispensers, pre-treatment and point-of-use consumables.
- Conduct product presentations, site surveys, demonstrations and technical discussions for users, laboratory heads, QA and QC teams, engineering, procurement and senior decision-makers.
- Translate customer needs into an accurate bill of materials and clear scope of supply, including accessories, consumables, installation prerequisites and post-sale support.

1. Installation and After-Sales Service

- Plan and coordinate installations with the customer, logistics, service and product teams; confirm site readiness for feed water, drainage, power, space and operating conditions before the visit.
- Perform or supervise installation, commissioning, functional checks and user handover in accordance with approved procedures and the agreed scope.
- Provide user training on operation, routine care, water-quality monitoring, sanitisation, consumable replacement, alarm handling and good recordkeeping.
- Attend preventive-maintenance and breakdown calls, diagnose faults systematically and restore equipment safely within committed response and resolution timelines.
- Maintain complete service records, equipment history, installed-base data, visit reports, parts usage and closure evidence; obtain customer acknowledgement for completed work.
- Identify and convert opportunities for annual maintenance contracts, comprehensive service contracts where offered, consumables, cartridges, filters, spares, upgrades and replacement systems.
- Plan preventive-maintenance schedules and consumable replacement cycles, monitor contract renewals and support customers proactively to improve uptime and system performance.
- Escalate recurring,



safety-related or technically complex failures with complete diagnostic information and coordinate corrective action with product, quality and engineering teams.
- Maintain service tools, test equipment and spare parts assigned to the territory, and ensure their safe custody, calibration status where applicable and optimum utilisation.

1. Customer and Commercial Management

- Act as the primary territory contact for Lab Water customers and coordinate internal ownership until enquiries, complaints, installations and service issues are closed.
- Build relationships with users, influencers, consultants, procurement teams and channel partners while maintaining professional, ethical and fact-based communication.
- Support timely collections, resolve commercial documentation gaps and manage credit exposure in coordination with finance and the reporting manager.
- Review customer feedback, repeat complaints and service trends; implement recovery actions and share improvement inputs with the relevant functions.

Candidate Profile

Educational Qualifications

Degree or diploma in Instrumentation, Electronics, Electrical, Mechanical or Chemical Engineering, or a B.Sc./M.Sc. in Chemistry, Biotechnology or Microbiology.

Experience Requirements

Typically 6-10 years in laboratory-water purification, scientific instrumentation, analytical equipment, life-science equipment or a comparable technical B2B field role, including meaningful exposure to both sales and after-sales service.

Required Technical Knowledge

- Laboratory-water grades and applications, including Type I, Type II and Type III water.
- Purification technologies and components such as pre-treatment, reverse osmosis, deionisation or EDI, UV treatment, TOC reduction or monitoring, ultrafiltration, storage, recirculation, pumps, valves, sensors and dispensers.
- Water-quality parameters including conductivity, resistivity, TOC, microbial load, particles and endotoxin-sensitive applications.
- Basic electrical, electronic, plumbing and mechanical fault diagnosis; safe use of service tools and test equipment.
- Techno-commercial proposals, product demonstrations, CRM or pipeline management, service documentation and customer complaint handling.

Behavioural Competencies

- Customer focus with the ability to listen carefully, diagnose needs and take ownership through closure.
- Commercial judgement balanced with technical accuracy, serviceability and lifecycle value.
- Structured problem-solving and calm decision-making at customer sites.
- Clear written and verbal communication with laboratory users, technical teams and senior stakeholders.
- Planning discipline, follow-through, data-based reporting and accountability for commitments.
- Collaboration across sales, service, product, operations and support functions.
- Integrity, safety awareness, learning agility and willingness to remain hands-on in the field.

📌 Assistant Area Manager (Ahmedabad)
🏢 Xquizit
📍 Ahmedabad