Regional Sales Manager - Air Conditioning & Refrigeration - West

Regional Manager - West | Air Conditioning & Refrigeration (ACR)

• Location: Mumbai
• Grade: Deputy General Manager
• Region: West (Maharashtra, Gujarat, Goa, Madhya Pradesh & Chhattisgarh)
• Function: Sales & Service
• Experience: 15 - 25 years

Role Purpose:

To lead and drive the Sales, Service and Spares business of the ACR Division across the West Region, ensuring profitable business growth, strong customer relationships and effective development of the regional team.

Key Responsibilities:

• Drive regional sales, order booking, revenue and profitability in line with ACR business objectives.
• Lead and manage the regional Sales & Service team, including performance, capability and talent development.
• Develop new customers, markets and applications and strengthen relationships with key accounts, consultants, EPCs, OEMs and channel partners.
• Develop, manage and strengthen the regional channel network, including dealers, distributors and service partners, to improve market reach, customer coverage and business growth.
• Drive growth of the Service & Spares / Aftermarket business and improve customer retention.
• Promote the ACR product portfolio including air-cooled reciprocating refrigeration compressors, Khione Screw Compressors, Industrial Refrigeration Packages, Vapour absorption chillers (VAC), Zephyros - commercial air conditioning and refrigeration system and Tyche - semi-hermetic reciprocating compressor.
• Develop and execute regional business plans and maintain a healthy sales pipeline.
• Monitor market trends, competition and customer requirements and provide inputs for business/product strategy.
• Ensure effective coordination with Product Management, Engineering, Projects, Manufacturing, Supply Chain and Finance for customer and business requirements.
• Review regional performance, collections, key opportunities and customer issues and take timely corrective actions.

Candidate Profile:

Qualification: Engineering degree; MBA/PGDM in Sales/Marketing/Business Management preferred.

Experience: 15 - 25 years, preferably in HVAC&R, refrigeration, compressors, capital equipment or industrial engineering.

• Proven experience in B2B Sales / Business Development, preferably with exposure to Service and Aftermarket/Spares.
• Experience in leading regional/geographical teams and managing key customers.
• Strong commercial, customer management and negotiation skills.
• Strong technical orientation with the ability to understand and sell engineered solutions.

Age: Preferably 40 - 50 years.

Key Competencies:

• Business Acumen
• Customer Orientation
• Strategic Thinking
• Sales & Business Development
• People Leadership
• Execution Excellence
• Commercial Acumen
• Negotiation & Influencing
• Ownership & Accountability