Job Description

General Manager - Sales & Business Development for North Region







Position: General Manager - Sales & Business Development



Role Overview



The General Manager - Sales & Business Development will spearhead sales

growth and strategic business development for the Commercial Building

Segment in HVAC solutions. This role demands a visionary leader with

strong commercial acumen, deep industry knowledge, and proven ability to

drive revenue, expand market share, and establish long-term

relationships with consultants, developers, contractors, and key

decision-makers.



Key Responsibilities



Sales & Business Growth



Drive sales targets (bookings, billings, and margins) across HVAC

product lines and solutions for the Commercial Building segment.

Expand the customer base by identifying new business opportunities

with developers, architects, consultants, PMC firms, and key accounts.

Monitor competitor activities, market trends, and industry

developments to refine sales strategies.

Lead pricing strategy, contract negotiations, and closure of large

commercial deals.



Business Development & Market Expansion



Build and nurture strong networks with consultants, EPCs, MEP

contractors, and influencers in the HVAC ecosystem.

Introduce new products, sustainable solutions, and technologies to the

market to position the company as a preferred partner in

energy-efficient and sustainable HVAC solutions.

Identify opportunities in emerging sectors (green buildings, data

centers, healthcare, hospitality, retail, IT parks, airports, etc.).



Leadership & Team Management



Lead, coach, and mentor a regional sales team, setting clear KPIs and

ensuring accountability.

Collaborate with cross-functional teams - Marketing, Technical,

Service, and Projects - to ensure smooth delivery of solutions.

Develop training programs to enhance the team//'s technical knowledge

and sales effectiveness.



Strategic Planning & Reporting



Define and implement strategic sales plans aligned with the company//'s

growth vision.

Drive funnel management, forecasting accuracy, and pipeline visibility

through CRM/ERP systems.

Report on sales performance, business opportunities, and competitive

insights to senior leadership.



Key Skills & Competencies



Strong knowledge of HVAC products, systems, and solutions for

commercial buildings (Chillers, TES, Valves, ATCS, UVGI, EAC, etc.).

Excellent consultative selling, negotiation, and relationship-building

skills.

Proven track record of achieving multi-crore revenue targets in the

HVAC/commercial building domain.

Ability to influence senior stakeholders, consultants, and

decision-makers.

Strategic thinker with strong business acumen and analytical skills. Leadership qualities to inspire and drive a high-performance sales

team.



Qualifications & Experience



Bachelor//'s degree in Mechanical Engineering (MBA in Marketing/Business

Development preferred).

15-20 years of progressive experience in HVAC Sales & Business

Development, with at least 5 years in a senior leadership role.

Strong existing network in the Commercial Building HVAC ecosystem. Experience in handling large-scale projects and key accounts in India.



Key Performance Indicators (KPIs)



Achievement of sales, billing, and margin targets. Growth in funnel and pipeline quality. New customer and territory development. Consultant/contractor engagement and specification wins. * Team performance, retention, and development.