Employee Name
BASIC INFORMATION
POSITION/ ROLE
Assistant Manager- CC Retrofit Sales
LOCATION
DEPARTMENT
CC Retrofit Sales
Grade
AM/Executive
ISSUED BY
CHRO/Head HR
APPROVED BY
MD/BUH
KEY PURPOSE
The Assistant Manager - CC Retrofit Sales is responsible for driving sustainable growth in the retrofit business by achieving the defined order booking and gross margin targets. This role focuses on expanding the customer base, managing sales from AMC and non-AMC customers, promoting value-added services, and ensuring a customer-centric approach. The individual will contribute to top-line growth through lead generation, business development, and strategic customer relationship management.
Key Responsibilities
- Achieving retrofit order booking with a targeted gross margin.
- Generating retrofit business from the existing AMC base, competition customers, and through value-added services.
- Ensuring sale of Voltas Brand HVAC units to contribute towards the overall retrofit business target.
- Identifying new sales opportunities from tender routes and non-AMC customers to expand the revenue stream.
- Collecting advance payments from all retrofit projects to ensure healthy cash flow during project execution.
- Ensuring that all retrofit offerings are tailored to meet customer needs and maintain a high strike rate by focusing on delivering quality service, reliable solutions, and customer satisfaction.
- Managing all sales activities and track progress through CRM systems to ensure transparency, accountability, and timely action on sales opportunities.
- Maintaining the success rate for Lead Generation, Enquiry Generation, Quote Generation.
- Regularly updating the CRM and PSCRM systems on a weekly basis to track leads, enquiries, quotes, and orders.
- Using CRM to update the Customer Contact Plan and ensure projections are in line with business goals.
- Tracking and managing sales opportunities, ensuring accurate forecasts and timely follow-ups.
- Identifying new business opportunities from untapped territories and accounts to expand the retrofit footprint.
- Developing non-HVAC business opportunities such as rental services, UVGI, robotic duct cleaning, utility retrofitting, energy-saving solutions, instrumentation, and automation.
- Targeting high-value greenfield projects (industrial/commercial) with an aim to secure at least 2-3 significant retrofit jobs.
- Conducting regular meetings with the O&M/AMC counterparts in the territory to update leads and quotes.
- Supporting continuous process improvements to enhance sales operations and efficiency.
- Working closely with the Retrofit Sales Manager to contribute to business strategy development and tactical execution plans.
- Providing regular updates on sales performance, pipeline status, and business opportunities during management reviews.
- Collaborating with cross-functional teams (e.g., Planning, Execution, Commercial) to ensure smooth project handover and customer satisfaction.
Qualification & Experience
- Bachelor's degree in Mechanical/Electrical Engineering, or related field.
- 4-6 years of experience in sales within the HVAC or retrofit services industry.
- Proven track record of achieving sales targets and driving business growth in retrofit or related industries.
- Experience with CRM systems for sales tracking and pipeline management.
Voltas 2024 Human Resources document for internal circulation only Page 1 of 2
