Area Sales Manager

. Job Purpose

The Area Sales Manager is responsible for driving sales growth, achieving assigned targets, managing key accounts, and developing strong business relationships within the assigned territory.

The role ensures effective market coverage, support to channel partners, and execution of sales strategies for all product lines (UPG, DX, VRF, and related HVAC solutions).

2. Key Responsibilities

Sales & Revenue Growth

• Achieve monthly, quarterly, and annual sales targets for the assigned area.
• Expand market penetration for UPG/VRF products and identify new business opportunities.
• Ensure proper pipeline management and accurate sales forecasting.

Customer & Channel Management

• Build and maintain strong relationships with contractors, consultants, distributors, and end users.
• Conduct regular customer visits to support ongoing projects and resolve issues.
• Support channel partners with product knowledge, pricing, and sales tools.

Market Development

• Identify new projects, consultants, and contractors to expand market share.
• Monitor competitor activities and provide market intelligence to the Sales Manager.
• Conduct product presentations and technical seminars to promote company solutions.

Project & Tender Management

• Follow up on all active project leads from inception to closure.
• Coordinate with presales/technical support for selections, quotations, and submittals.
• Negotiate pricing and contractual terms within company guidelines.

Internal Coordination

• Work closely with operations, finance, and supply chain to ensure on‑time deliveries and customer satisfaction.
• Ensure compliance with company policies, pricing structures, and credit terms.
• Prepare weekly and monthly sales reports, forecasts, and market updates.

Customer Support

• Resolve customer complaints and issues promptly.
• Ensure high customer satisfaction and promote long‑term loyalty.

3. Qualifications & Experience

• Bachelor’s degree in Mechanical Engineering, Business Administration, or related field.
• 5 years and above of experience in HVAC sales (preferably UPG/VRF).
• Strong knowledge of HVAC products, project cycles, and contractor/consultant channels.
• Proven track record of achieving sales targets.

4. Skills & Competencies

• Strong negotiation and communication skills.
• Excellent relationship‑building and interpersonal abilities.
• Analytical mindset with strong problem‑solving skills.
• Time management and territory planning.
• Proficiency in MS Office and CRM tools.

5. Key Performance Indicators (KPIs)

• Achievement of sales targets.
• Market share growth in assigned territory.
• Number of new accounts/projects acquired.
• Accuracy of sales forecast and pipeline management.
• Customer satisfaction scores.