1. Job Overview
We are looking for an experienced and result-oriented Regional Sales Manager to lead regional sales operations and drive business growth for our Air Conditioning product portfolio.
The position will be responsible for developing and executing regional sales strategies, expanding the customer base, managing key institutional accounts, strengthening dealer and service networks, and achieving annual revenue and sales targets.
The ideal candidate should have strong experience in B2B sales, institutional sales, project sales, and business development within the HVAC, Air Conditioning, or related engineering products industry.
The role requires a commercially driven professional with strong leadership, negotiation, relationship management, and strategic planning capabilities.
2. Key Responsibilities
A. Regional Sales Strategy & Business Development
- Develop and execute annual regional sales and business development plans for Split Air Conditioners and Dual Purpose Air Conditioners (DPAC).
- Identify new business opportunities, market segments, and potential customers across the assigned territory.
- Drive revenue growth through new customer acquisition and expansion of existing accounts.
- Analyse market trends, customer requirements, industry developments, and competitor activities.
- Develop strategies to improve market penetration and product positioning.
B. Institutional & Project Sales
- Drive B2B, institutional, and project-based sales across the assigned region.
- Build and maintain strong relationships with architects, MEP consultants, HVAC consultants, builders, contractors, interior designers, and key decision-makers.
- Generate project leads, develop business pipelines, and convert opportunities into confirmed orders.
- Conduct customer meetings, product presentations, technical discussions, and commercial negotiations.
- Promote energy-efficient and value-driven air conditioning solutions to institutional and commercial customers.
C. Sales Team Leadership & Performance Management
- Lead, guide, and manage the regional sales team to achieve business objectives.
- Allocate territories, sales targets, responsibilities, and performance indicators to team members.
- Monitor individual and regional sales performance against targets.
- Conduct regular sales reviews, field visits, and performance discussions.
- Provide coaching, mentoring, and support to improve team productivity and customer engagement.
- Coordinate with HR for recruitment, onboarding, and development of sales resources.
D. Dealer & Service Network Development
- Develop and strengthen the regional dealer, distributor, and service partner network.
- Identify and appoint suitable channel partners to expand geographical coverage.
- Ensure effective coordination between sales and service teams to improve customer satisfaction.
- Identify opportunities for Annual Maintenance Contracts (AMC) and aftermarket business.
- Monitor channel partner performance and support their business development activities.
E. Commercial Management & Payment Collection
- Manage commercial negotiations, quotations, pricing discussions, and order closures.
- Monitor customer payment schedules and ensure timely collections.
- Minimise outstanding payments and overdue receivables.
- Coordinate with management for pricing approvals, discounts, and commercial exceptions.
- Ensure compliance with company sales policies and commercial procedures.
F. MIS, Reporting & Market Intelligence
- Prepare and submit periodic sales reports and management information system (MIS) updates.
- Monitor sales pipeline, quotations, order bookings, collections, and target achievements.
- Conduct weekly, monthly, and quarterly business performance reviews.
- Provide management with market intelligence, competitor analysis, and business forecasts.
- Identify operational challenges and recommend corrective actions.
3. Product Portfolio
The candidate will be responsible for business development and sales of:
- Split Air Conditioning Systems.
- Dual Purpose Air Conditioners (DPAC) integrated air conditioning and water heating solutions.
- Related commercial and institutional HVAC solutions.
4. Required Experience & Technical Competencies
- Minimum 12+ years of overall experience in sales and business development.
- Strong experience in B2B sales, institutional sales, or project sales.
- Experience in the HVAC, Air Conditioning, Refrigeration, or allied engineering products industry is preferred.
- Proven track record of achieving regional sales targets and developing new business.
- Experience managing sales teams and regional dealer/distributor networks.
- Strong exposure to project-based selling and relationship management with consultants and institutional customers.
- Understanding of commercial negotiations, pricing, quotations, and payment collection.
5. Essential Skills & Competencies
- Regional Sales & Business Development Strategy.
- Institutional & Project Sales.
- B2B Sales and Key Account Management.
- HVAC / Air Conditioning Industry Knowledge.
- Dealer & Distributor Network Development.
- Sales Team Leadership and Performance Management.
- Commercial Negotiation and Business Closure.
- Customer Relationship Management.
- Market Intelligence and Competitor Analysis.
- Sales Forecasting, MIS and Business Planning.
6. Behavioural Competencies
- Strong business acumen and result orientation.
- Excellent communication and presentation skills.
- Strong negotiation and influencing capabilities.
- Customer-centric approach and relationship-building ability.
- Leadership, team management, and decision-making skills.
- Analytical thinking and problem-solving capabilities.
- Proactive approach to business development and market expansion.
7. Educational Qualification
- Bachelor's degree in Engineering, preferably Mechanical or Electrical Engineering.
- Additional qualifications in Sales, Marketing, or Business Management will be an advantage.
8. Language Requirements
- Proficiency in English, Hindi, and Tamil.
- Ability to communicate effectively with customers, consultants, channel partners, and internal stakeholders.
9. Regional Travel Requirements
- Will be responsible for the Southern region, including Tamil Nadu, Kerala, Karnataka, Andhra Pradesh, and Telangana.
- Willingness to travel extensively across assigned territories for customer meetings, project visits, dealer development, and business reviews.
Ideal Candidate Profile:
