Objective:

Maximize sales profitability, growth, and account penetration within an assigned territory or market segment by effectively selling VRF and Single Splits, as well as related services.

Key Responsibilities:

Strategy:

Develop and implement account sales strategies aligned with company objectives.
Plan and manage personal business portfolio/territory/business according to an agreed market development strategy.
Execute business plans effectively and develop contingencies for plan failures.
Manage product/service mix, pricing, and margins in line with agreed objectives.

Market Analysis:

Increase market share by identifying new niches, applications, and products.
Monitor and report on market and competitor activities, and manage promotions and specials.
Analyze market and sales trends and provide regular reports.
Plan and support local marketing activities within agreed budgets and timescales, integrating sales efforts with other marketing activities (e.g., product launches, promotions, advertising, exhibitions, and telemarketing).

Technical Knowledge:

Possess strong HVAC technical knowledge (both product and selection software).
Develop and maintain relationships with developers, consulting engineers, and contractors.
Ensure the company is listed on the specified manufacturer’s list of consulting engineers.
Select the right equipment, considering all vital performance factors.

Project Management:

Maintain a healthy projects pipeline for the assigned market.
Conduct strong follow-ups on projects from spec-in to tender and final decision-making.
Ensure projects are listed and registered on our B2B system.
Monitor project progress and engage in clear discussions during weekly pipeline meetings.

New Business Development:

Develop unique strategies to grow the business with customers.
Provide solutions to management when faced with challenges.
Liaise with corporate contacts to build and develop relationships.
Assist with the preparation of contractual agreements and ensure full adherence.
Handle the full tendering process, including writing proposals, costing, and motivations.

Strong Customer Relationships:

Manage the relationship between the company and its customers.
Treat customers as partners and encourage them to grow their business with our brands.
Use customer and prospect contact activity tools and systems, and update relevant information.
Customers include developers, consulting engineers, contractors, distributors, and dealers.

Reporting: