General Manager

18 hours ago

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

Role: General Manager - Sales & Business DevelopmentExperience: 15+ yearsLocation: Dwarka Sec. 19, New DelhiBusiness Segment: Commercial Buildings (HVAC)Role OverviewThe 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 Responsibilities1. 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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