Senior Key Accounts Manager – HVAC Projects
Company: A public listed plumbing solutions company
Department: Project Sales
Location: Mumbai
Role Purpose
The Senior Key Accounts Manager is responsible for driving large HVAC project opportunities and strengthening relationships with key consultants and contractors to expand specification-driven sales of PPR piping systems.
Key Responsibilities
1. Strategic Consultant Relationship Management
- Build relationships with leading HVAC consultants and MEP design firms.
- Influence project design and specification stages to include PPR piping systems.
2. Large Project Development
- Identify and track large commercial HVAC projects including hospitals, IT parks, malls, airports, and industrial facilities.
- Work closely with consultants and contractors to convert specifications into project orders.
3. Contractor Capability Development
- Conduct technical workshops and application demonstrations for HVAC contractors.
- Provide technical consultation during project planning and installation.
4. Influencer Network Development
- Engage with insulation suppliers, project management consultants, and key influencers within the HVAC ecosystem.
5. Distributor Channel Strengthening
- Support development of stocking distributors for project supply.
- Ensure distributors can meet project delivery requirements.
6. Market Engagement Activities
- Organize consultant meets, technical seminars, and factory visits for influencers.
7. Project Pipeline Monitoring
- Ensure accurate project tracking in CRM system.
- Monitor conversion of specifications into orders.
Key Performance Indicators (KPIs)
- Number of specifications achieved in HVAC projects
- Revenue generated from HVAC vertical
- Number of strategic consultants engaged
- Contractor capability development programs
- Large project conversions
- CRM project pipeline accuracy
Experience & Qualification
- Engineering Graduate (Mechanical preferred)
- Min. 12 years experience in HVAC / project sales / piping solutions
- Experience in consultant-driven sales environment
