Manager - Sales - HVAC (8-12 yrs) (15h Left)

2 days ago

MumbaiAny Location, India Champs Full time

- Experience: 8-12 years (3+ years in project sales leadership)

- Industry: HVAC Project Sales (VRF, Chillers, Ventilation, IAQ/UVC Retrofits, BMS/Automation)

Role Overview:

The Deputy Sales Manager (West Zone) will be responsible for driving business growth in the region through project sales, retrofit opportunities, and service-linked upselling. The role requires strong capability in business development, techno-commercial negotiations, BOQ-based proposals, and accountability for achieving annual sales and revenue objectives.

Key Responsibilities:

Sales & Revenue

- Achieve annual sales and revenue targets for the West Zone, aligned with organizational growth objectives.

- Ensure profitability of orders by protecting margins and negotiating favorable terms.

- Maintain ownership across the entire sales cycle - from opportunity generation, proposal submission, order closure, billing milestones, to timely payment realization.

Business Development

- Identify and convert opportunities in commercial, industrial, IT/ITES, healthcare, hospitality, and residential sectors.

- Build and sustain long-term relationships with consultants, architects, developers, corporates, and EPC contractors.

- Explore retrofit and upgrade opportunities (IAQ/UVC retrofits, automation, energy-efficient replacements).

BOQ & Proposal Management

- Collaborate with design & estimation team to prepare BOQ-based techno-commercial proposals.

- Verify BOQ quantities, specifications, and ensure alignment with client requirements.

- Negotiate deviations, cost implications, and value engineering options with clients/consultants.

- Maintain accuracy in pricing, terms, and ensure risk-free contracts.

Execution Support & Collections

- Coordinate with project/service teams to ensure smooth handover of confirmed orders.

- Track progress of billing milestones and support teams in ensuring timely invoicing & payment follow-ups.

- Escalate and resolve client-side issues affecting cash flow or order execution.

Reporting & MIS

- Maintain updated sales pipeline, order status, and revenue forecast in CRM/MIS.

- Provide weekly/monthly reports on pipeline health, target progress, and market intelligence.

- Share competitive insights, pricing trends, and emerging customer needs with management.

Team & Leadership

- Guide, mentor, and review performance of sales executives/coordinators in the zone.

- Conduct weekly funnel and performance reviews to ensure discipline and accountability.

- Support regional marketing campaigns, exhibitions, and promotional activities.

Requirements:

- Graduate in Engineering (Mechanical/Electrical) or MBA in Sales/Marketing.

- 8-12 years' experience in HVAC/MEP project sales with direct target responsibility.

- Strong knowledge of VRF systems, chillers, ventilation, IAQ retrofits, and BMS solutions.

- Proven success in BOQ-based techno-commercial selling in the HVAC industry.

- Excellent negotiation, presentation, and client relationship management skills.

- Proficiency in CRM tools, Excel, and pipeline tracking.

- Flexible to travel extensively across West Zone.

- Next Level Growth

- Deputy Sales Manager - Zonal Sales Manager - All-India Sales Head

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