About the job

Our Story

Blue Star is India's leading Heating, Ventilation, Air conditioning and Commercial Refrigeration (HVAC&R) Company, with an annual revenue of over Rs 8000 crores, a network of 30 offices, 7 modern manufacturing facilities including the new state-of-the-art deep freezer facility at Wada, and Blue Star Climatech Limited's world-class facility at Sri City; 3132 employees, and 4040 channel partners. The Company has manufacturing facilities at Dadra, Himachal Pradesh, Wada and Ahmedabad, which use modern, state-of-the-art manufacturing equipment to ensure that the products have consistent quality and reliability. The Company has a manufacturing footprint of more than 1 lakh sq m, with the mainstay of product development and R&D being energy-efficiency, coupled with eco-friendly and sustainable products.

What Your Role Entails

To drive Revamp business development and sales of HVAC machines/equipment by identifying and developing opportunities across existing customers, open markets, and channel partners. The role is responsible for managing the complete Revamp sales cycle, including opportunity generation, customer engagement, technical and commercial proposal preparation, tender participation, negotiations, order closure, execution coordination, and payment collection.

The role aims to achieve Revamp sales and execution targets as per ABP, build strong customer and channel relationships, develop a healthy sales funnel, increase market penetration, monitor competition, and ensure timely realization of receivables in line with company policies and business targets.

What You'll Do:

A. Revamp Business Development & Sales Funnel

Identify, develop, and generate Revamp business opportunities for HVAC machines/equipment.
Develop sales opportunities through:

Existing customer base
Open market
Channel partners
Contractors
Consultants
Engineering and architectural firms
Leverage product knowledge and HVAC applications experience to identify customer requirements and suitable solutions.
Develop and maintain a healthy Revamp sales funnel/pipeline.
Identify potential customers and projects based on market trends, installed base, upcoming projects, and equipment requirements.
Conduct regular customer visits and interactions to understand upcoming Revamp requirements.
Convert identified opportunities into qualified sales prospects and orders.
Ensure the sales pipeline is aligned with business objectives and ABP targets.

B. Customer & Stakeholder Relationship Management

Build and maintain strong relationships with new and existing customers.

Develop relationships with:

End customers
Contractors
HVAC consultants
Engineering firms
Architectural firms
Government officials
Channel partners
Understand customer requirements, technical challenges, project timelines, and commercial expectations.
Conduct regular customer visits, meetings, calls, and follow-ups.
Identify new business opportunities through existing customer relationships.
Ensure effective coordination with customers and internal teams throughout the sales cycle.
Maintain strong relationships with key decision-makers and influencers.
Ensure high-quality customer support during both pre-sales and post-sales stages.

C. Technical & Commercial Proposal Management

Understand project requirements, equipment specifications, and customer expectations.
Prepare and submit sales proposals, estimates, BOQ/BOM, and commercial offers.
Ensure proposals are technically and commercially aligned with customer requirements.
Coordinate with internal technical/product teams for solution development wherever required.
Explain product features, technical benefits, applications, scope, pricing, and commercial terms to customers.
Follow up with the concerned customer/project team on submitted proposals.
Address customer queries and coordinate internally for timely resolution.
Drive proposals through various stages until order closure.
Ensure proposed solutions meet customer requirements while maintaining expected margins and business objectives.

D. Government Tenders, Prequalification & Reverse Auctions

Identify and participate in relevant Government tenders, reverse auctions, and other institutional opportunities.
Focus on prequalification of the company/products for government and other targeted customers.
Review tender requirements, eligibility criteria, technical specifications, BOQ, statutory requirements, commercial terms, and submission timelines.
Coordinate preparation of technical submissions in line with the BOQ and tender requirements.
Coordinate with HVAC consultants and Government officials wherever required for clarification and opportunity development.
Analyze tender documents and assess technical and commercial feasibility.
Coordinate with internal technical, commercial, finance, legal, and other relevant teams for tender preparation.
Ensure all required technical, statutory, and commercial documents are submitted within prescribed timelines.
Participate in reverse auctions and coordinate internally for appropriate commercial strategy.
Track tender status, outcomes, and future business opportunities.

E. Order Closure & Sales Execution

Drive the complete sales process from opportunity identification to order closure.
Conduct regular follow-ups with customers to progress open opportunities.
Negotiate with customers on pricing, scope, delivery, payment terms, and other commercial requirements within defined authority limits.
Ensure orders are closed with the expected AGM in line with ABP.
Coordinate internally to ensure accurate order booking and smooth order processing.
Ensure customer orders accurately reflect product specifications, scope, value, delivery requirements, and commercial terms.
Coordinate with execution/service/project teams to ensure smooth post-order handover.
Monitor order execution and proactively address issues that may affect customer commitments.
Ensure quality standards are maintained during pre-sale and post-sale customer support and order fulfilment.
Achieve assigned Revamp sales and execution targets as per ABP.

F. Channel Management & Business Development

Manage and develop relationships with existing channel partners.
Handhold channel accounts and support them in generating consistent business.
Identify opportunities through channel partners and convert them into qualified leads.
Provide product, application, and commercial support to channel partners wherever required.
Conduct regular reviews with channel partners to understand pipeline, projects, and business potential.
Develop channel capability to increase market coverage and Revamp business generation.
Ensure channel opportunities are properly tracked and followed up.
Support channel partners in customer engagement, proposals, technical discussions, and order closure.
Maintain a healthy and consistent business pipeline through existing and potential channels.

G. Competition & Market Intelligence

Monitor competitors and track their products, pricing, solutions, market presence, and business strategies.
Gather market intelligence through customers, consultants, contractors, channel partners, and industry interactions.
Identify changes in customer preferences, market trends, and competitor activities.
Provide relevant competitive information to the reporting manager.
Discuss competitive developments with the reporting manager and arrive at suitable counter-strategies.
Identify opportunities to improve product positioning, pricing strategy, customer engagement, and market penetration.
Maintain awareness of developments in the HVAC and Revamp market.

H. Payment Tracking & Receivables Management

Ensure invoices and payment milestones are aligned with agreed Terms of Payment (TOP).
Track customer payments against orders and invoices.
Conduct regular payment follow-ups with customers through calls, emails, and visits wherever required.
Maintain an updated tracker of:

Invoices raised
Payment due dates
Payments received
Outstanding amounts
Ageing receivables
Coordinate with Finance/Accounts for payment status and reconciliation.
Identify overdue and ageing receivables and prioritize collection actions.
Escalate long-pending or critical payment issues to the reporting manager and relevant stakeholders.
Ensure timely collection of payments in line with business targets.
Develop a strong understanding of receivable management and payment-cycle processes.

Education

Graduate in Engineering, Business Administration, Commerce, or a relevant discipline.
A degree/diploma in Mechanical Engineering, HVAC, Refrigeration & Air Conditioning, or related technical discipline would be preferred.
An MBA/PG qualification in Sales/Marketing would be an advantage.
Technical qualification with relevant HVAC industry exposure would be preferred.

Experience

3–10 years of experience in:
HVAC sales
Revamp sales
Equipment/machine sales
B2B sales
Project sales
Institutional sales
Channel sales
Technical sales
Tender management
Business development
Prior experience in HVAC Revamp business and equipment/machine sales would be strongly preferred.
Experience in dealing with HVAC consultants, contractors, Government customers, engineering firms, and architectural firms would be advantageous.
Experience in Government tenders, prequalification, reverse auctions, BOQ/BOM preparation, and technical submissions would be preferred.

Key Requirement

Prior experience in HVAC Revamp sales/equipment sales is preferred, with strong exposure to business development, BOQ/BOM, tenders/reverse auctions, channel management, customer/consultant relationships, and receivables management. The candidate should have good HVAC product and application knowledge and the ability to generate and convert Revamp business opportunities.

Interested candidates can drop in their CVs at [HIDDEN TEXT]

Area Sales Executive