Sales Executive

HVAC Sales & Business Development

Department: Sales & Business Development
Experience: 5+Years
Qualification: BE/B.Tech/Diploma in Mechanical Engineering preferred
Industry: HVAC Air Conditioning
Location: Kharadi

Reporting To: Director

Job Summary

We are looking for an experienced HVAC Sales & Business Development to lead the sales function, drive revenue and profitability, develop strategic accounts, and expand the company's presence in the HVAC market.

The role will be responsible for developing sales strategies, managing key customers and projects, leading the sales team, and ensuring achievement of business targets.

Key Responsibilities

Sales & Business Development

· Develop and execute annual and quarterly sales strategies to achieve revenue and profitability targets.

· Identify new business opportunities across commercial, industrial, residential, infrastructure, hospitality, healthcare, and other relevant segments.

· Develop strong relationships with consultants, architects, MEP consultants, contractors, developers, builders, facility managers, and corporate clients.

· Identify upcoming HVAC projects and build a strong project pipeline.

· Manage the complete sales cycle from lead generation, enquiry, technical discussion, quotation, negotiation, and order closure.

· Drive business development through new customers, key accounts, channel partners, and strategic relationships.

· Explore new markets, territories, products, and business opportunities.

Key Account Management

· Develop and maintain relationships with major/key customers.

· Personally handle strategic accounts and high-value projects.

· Lead commercial negotiations and ensure profitable order closures.

· Understand customer requirements and coordinate internally to provide appropriate HVAC solutions.

· Drive repeat business and long-term customer relationships.

Team Leadership

· Lead, mentor, and develop the HVAC sales and business development team.

· Set individual and team targets, KPIs, and performance objectives.

· Conduct regular pipeline and performance reviews.

· Guide the team on lead generation, project conversion, negotiations, and account management.

· Identify training requirements and improve team capability and productivity.

Commercial & Business Management

· Review and approve quotations and techno-commercial proposals within defined authority.

· Monitor pricing, margins, profitability, payment terms, and commercial risks.

· Work closely with Finance and management teams for collection and outstanding payment management.

· Track sales forecasts, order bookings, revenue, gross margins, and sales pipeline.

· Prepare and present regular MIS and business performance reports to senior management.

Cross-Functional Coordination

· Coordinate with Design, Estimation, Projects, Procurement, Service, Finance, and Operations teams.

· Ensure smooth handover of confirmed orders to project/execution teams.

· Support resolution of technical, commercial, and customer-related issues.

· Ensure customer commitments are aligned with company capabilities and project execution requirements.

Market & Competitor Analysis

· Monitor HVAC market trends, competitor activities, pricing, and product developments.

· Develop strategies to improve market share and competitive positioning.

· Provide market intelligence and business insights to senior management.

· Identify potential strategic partnerships and channel opportunities.

Required Skills & Competencies

· 5+ years of experience in HVAC sales / project sales / business development.

· Strong experience in B2B and project-based HVAC sales.

· Excellent knowledge of HVAC systems such as VRF/VRV, Chillers, AHU, FCU, Package Units, Ducting, Ventilation, Cooling Towers, and related solutions.

· Proven experience in managing large-value projects and key accounts.

· Strong leadership and team-management capabilities.

· Excellent negotiation, presentation, communication, and relationship-management skills.

· Strong commercial acumen with understanding of margins and profitability.

· Good network among HVAC consultants, contractors, builders, developers, and corporate customers.

· Strong analytical, forecasting, and decision-making skills.

· Proficiency in MS Office, CRM, and ERP systems.

· Willingness to travel extensively for customer meetings, project visits, and business development.

Key Performance Indicators (KPIs)

· Annual sales and revenue achievement.

· Order booking and sales pipeline growth.

· Gross margin and profitability.

· New customer and project acquisition.

· Key account growth and customer retention.

· Team target achievement and productivity.

· Project/order conversion ratio.

· Collection and outstanding payment performance.

· Market expansion and new business development.

Preferred Profile

The ideal candidate should be a result-oriented HVAC sales professional with strong leadership, strategic business-development capability, key-account management experience, and a proven track record of achieving revenue and profitability targets.

Sales → New Projects → New Customers → Order Booking → Profit/Margin → Collection

• It is a Full Time Sales / Business Development job for candidates with 5 - 6+ years Experience.