Senior General Manager – Channel Sales

2 weeks ago

Gurugram, India Johnson Controls Full time

Description

· Manage a team of channel sales representatives to achieve sales and profit goals by selling goods and services through resellers/channels/customers.

· Identify, recruit and on-board new channel partners within assigned territory.

· Manage sales activities of partners to generate revenue.

· Coordinate with partners to create and execute business plans to meet sales goals.

· Identify and approach key or strategic partners and set short- and long-term channel strategies.

· Recommend product or service enhancements to improve customer satisfaction and sales potential.

· Provide accurate forecast for the month, quarter & year.

· Manage & forecast the Sales Pipeline.

· Develop & Deliver sales presentations that explain key technical aspects of JC products that will benefit prospective customers, consultants, PMC, channel partners & contractors.

· Negotiate offer and contract terms including legal, finance, payment and other terms and seek appropriate approvals as per the organization approval matrix.

· Be able to think independently and critically & suggest improvements that might lead to cost savings that could eventually result in improved profitability.

· Build relationships with consultants

· Research the industry / market for competitive intelligence on an on-going basis to know any upcoming changes / challenges that could impact the current or future sales.

· Analyze cross-selling and up-selling opportunities ensuring that all company products and services have been thoroughly presented.

Qualifications

· Candidate must have strong experience in selling HVAC / IAQ products in India. Ideally PAN India Role.

· Ideally Engineer

· Should have a strong understanding of GTM strategies for HVAC / IAQ products.

· Strong market-connect with leading HVAC consultants & contractors.

· Should have very good techno commercial negotiation skills.

· Ability to interface & influence other parts of the organization in positioning business case for pursuits.

· Good communication, inter-personnel & organizational skills.

· Strong communication skills & fluency in English language.

· Should be proactive & flourish with minimal guidance.

· Strong networking skills.

Product Portfolio

· VAV Boxes

· FCUs

· CHW Hi Wall & Cassette

· ESP Filters

· Dry Scrubbers

· Valves, Actuators, & thermostats

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