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General Manager - Sales & Business Development

APTO SOLUTIONS - EXECUTIVE SEARCH & CONSULTANTSNew Delhi, Delhi, India

2 days ago

Job description

Role : General Manager - Sales & Business Development

Experience : 15+ years

Location : Dwarka Sec. 19, New Delhi

Business Segment : Commercial Buildings (HVAC)

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

1. 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.

2. 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.).

3. 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.

4. 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.

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General Manager Sales • New Delhi, Delhi, India

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