Area Sales Executive

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 Limiteds 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 Youll 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 .