General manager

General Manager – Sales & Business Development for North Region

Job Description

**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.