Senior General Manager - Channel Sales

As the Channel Sales Manager for HVAC/IAQ products, you will be responsible for managing a team of channel sales representatives to meet and exceed sales and profit targets. You will work with channel partners to promote the company's product portfolio, build strategic relationships, and execute business plans that drive sales growth in your assigned territory.

Key Responsibilities:

• Sales Leadership: Lead, manage, and motivate a team of channel sales representatives to achieve monthly, quarterly, and annual sales targets.
• Channel Partner Development: Identify, recruit, and onboard new channel partners within the assigned territory, expanding the company's reach and market share.
• Partner Relationship Management: Develop and maintain strong, long-term relationships with key partners to drive revenue generation. Collaborate with channel partners to execute business plans aimed at meeting sales objectives.
• Strategic Planning: Identify key or strategic partners, develop short- and long-term channel strategies, and actively approach these partners to align them with company goals.
• Sales Forecasting: Provide accurate sales forecasts for the month, quarter, and year, and manage the sales pipeline effectively.
• Sales Presentations: Develop and deliver sales presentations that articulate key technical aspects of the company's HVAC/IAQ products, ensuring the benefits are clearly understood by potential customers, consultants, contractors, and channel partners.
• Contract Negotiation: Negotiate contracts and offers with partners, covering legal, financial, and payment terms, seeking necessary approvals as per the organization's approval matrix.
• Market Research & Competitive Intelligence: Research and analyze market trends, competitor activity, and upcoming industry changes to anticipate potential impacts on sales opportunities.
• Cross-Selling & Up-Selling: Identify cross-selling and up-selling opportunities to maximize revenue generation by promoting the complete product portfolio.
• Customer Satisfaction: Recommend product or service enhancements to improve customer satisfaction and sales potential.

What You Bring:

• Experience: Strong experience in selling HVAC/IAQ products in India, ideally in a PAN India role.
• Educational Background: An Engineering background (preferably in Mechanical, Electrical, or related fields) is highly preferred.
• Industry Knowledge: Strong understanding of Go-To-Market (GTM) strategies specific to HVAC/IAQ products and technologies.
• Networking Skills: Well-established relationships with leading HVAC consultants, contractors, and partners across the industry.
• Techno-Commercial Skills: Strong techno-commercial negotiation skills, with the ability to balance technical knowledge and business acumen.
• Communication: Excellent communication and interpersonal skills, with fluency in English.
• Proactive & Self-Driven: Ability to think independently, take ownership of tasks, and suggest improvements that can drive cost savings and improve profitability.
• Collaboration: Ability to work across various functions in the organization, influencing business case positioning for pursuits and managing partner relationships effectively.

Product Portfolio:

• VAV Boxes
• FCUs (Fan Coil Units)
• CHW Hi Wall & Cassette
• ESP Filters
• Dry Scrubbers
• Valves, Actuators, & Thermostats

What We Look For:

• Proven Sales Experience: At least 8-10 years of experience in channel sales, with a focus on HVAC/IAQ products.
• Leadership Abilities: Strong experience in leading and managing a sales team, with the ability to motivate and achieve sales targets.
• Strategic Thinker: Ability to create and implement effective channel strategies that drive growth and meet long-term business goals.
• Results-Oriented: Track record of achieving sales targets, managing forecasts, and improving profitability through strategic decision-making.