General Manager

3 days ago

New Delhi, India APTO SOLUTIONS - EXECUTIVE SEARCH & CONSULTANTS Full time

Role: General Manager - Sales & Business Development

Experience: 15+ years

Location: Dwarka Sec. 19, New Delhi


Business Segment: Commercial Buildings (HVAC)


Role Overview

The General Manager – Sales & Business Development will spearhead sales growth and strategic business development for the Commercial Building Segment in HVAC solutions. This role demands a visionary leader with strong commercial acumen, deep industry knowledge, and proven ability to drive revenue, expand market share, and establish long-term relationships with consultants, developers, contractors, and key decision-makers.


Key Responsibilities

1. Sales & Business Growth

- Drive sales targets (bookings, billings, and margins) across HVAC product lines and solutions for the Commercial Building segment.

- Expand the customer base by identifying new business opportunities with developers, architects, consultants, PMC firms, and key accounts.

- Monitor competitor activities, market trends, and industry developments to refine sales strategies.

- Lead pricing strategy, contract negotiations, and closure of large commercial deals.

2. Business Development & Market Expansion

- Build and nurture strong networks with consultants, EPCs, MEP contractors, and influencers in the HVAC ecosystem.

- Introduce new products, sustainable solutions, and technologies to the market to position the company as a preferred partner in energy-efficient and sustainable HVAC solutions.

- Identify opportunities in emerging sectors (green buildings, data centers, healthcare, hospitality, retail, IT parks, airports, etc.).

3. Leadership & Team Management

- Lead, coach, and mentor a regional sales team, setting clear KPIs and ensuring accountability.

- Collaborate with cross-functional teams – Marketing, Technical, Service, and Projects – to ensure smooth delivery of solutions.

- Develop training programs to enhance the team’s technical knowledge and sales effectiveness.

4. Strategic Planning & Reporting

- Define and implement strategic sales plans aligned with the company’s growth vision.

- Drive funnel management, forecasting accuracy, and pipeline visibility through CRM/ERP systems.

- Report on sales performance, business opportunities, and competitive insights to senior leadership.


Key Skills & Competencies

- Strong knowledge of HVAC products, systems, and solutions for commercial buildings (Chillers, TES, Valves, ATCS, UVGI, EAC, etc.).

- Excellent consultative selling, negotiation, and relationship-building skills.

- Proven track record of achieving multi-crore revenue targets in the HVAC/commercial building domain.

- Ability to influence senior stakeholders, consultants, and decision-makers.

- Strategic thinker with strong business acumen and analytical skills.

- Leadership qualities to inspire and drive a high-performance sales team.


Qualifications & Experience

- Bachelor’s degree in Mechanical Engineering (MBA in Marketing/Business Development preferred).

- 15–20 years of progressive experience in HVAC Sales & Business Development, with at least 5 years in a senior leadership role.

- Strong existing network in the Commercial Building HVAC ecosystem.

- Experience in handling large-scale projects and key accounts in India.


Key Performance Indicators (KPIs)

- Achievement of sales, billing, and margin targets.

- Growth in funnel and pipeline quality.

- New customer and territory development.

- Consultant/contractor engagement and specification wins.

- Team performance, retention, and development.

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