Manager - TSS & Key Accounts

Job description

**Role & responsibilities** Responsible for leading techno-commercial activities across replacement pumps, retrofits, repairs, and reverse engineering solutions. Reviews customer requirements and ensures optimal pump selection, engineering validation, and proposal preparation. Drives identification of energy-saving and performance improvement opportunities through retrofit solutions. Oversees feasibility, design validation, and risk management for reverse engineering cases. Evaluates repair scope, performs failure analysis, and defines repair vs replacement strategies. Ensures accurate costing, competitive pricing, and timely submission of offers. Coordinates with customers, internal teams, and vendors for techno-commercial discussions and solution finalization. Manages order processing, SAP entries, and smooth handover to execution teams. Drives order conversion, business growth, and installed base penetration. Ensures adherence to organizational processes, approval matrices, and timelines. Supports vendor evaluation and negotiation for bought-out items. Leads site visits for technical assessment and customer engagement. Develops team capabilities in engineering, retrofit, repair, and reverse engineering. **Preferred candidate profile** **Major responsibilities:** 1. Customer requirement review for replacement, retrofit, repair, and reverse engineering cases.. 2. Pump selection through various software. 3. Review customer data and advise on various methods of energy savings / capacity enhancement and submit the offer accordingly. 4. Make sure that site visits are done before submission of the offer for competitor replacement enquiries and energy saving proposals, complex repair and reverse engineering cases. 5. Review of proposals for replacement pumps & retrofit (KSB as well as non KSB). 6. Review of proposals of ARC valves. 7. Review the costing for each and every case and make the corrections wherever necessary. 8. Ensure timely submission of offers to zonal offices / customers. 9. Floating enquiries to vendors for bought out items. Evaluate and negotiate the offers from sub vendors. 10. Discussion with KSB offices / customers for techno commercial points. 11. Create the orders in SAP and convert the external order to internal indent. 12. Order intake of replacement / retrofit business. 13. Follow-up for quotation getting materialized. 14. Prepare purchase notes and initiate kick off meetings. 15. Adherence to various process like approval for offers according to authority matrix, timelines for submission of offers, timelines for release of indent, timeline for release of purchase notes, etc. **B. Work performed** 1. Ensure correct selection of the pumps and correct, timely submission of the offer. 2. Ensure correct costing for the pump package, correct indent release after receipt of the order. 3. Data analysis. 4. Timely offer submission. 5. Site visit as and when required. 6. Training and development of the team members. **C. Work contacts** - Superiors, subordinates from BOs and ZOs, and Departments of Product Management & Support, Costing, QA, Technical Order Processing, CM, field service, Purchase, Production, Marketing services, Credit control. - Outside KSB: Customers, sub-vendors etc. D. **Independence of operation** . Independent working with the available Techno commercial data and set guidelines. - Techno – commercial decisions in consultation with concerned as per authority matrix. Note - Experience in Pump Industry is Mandatory