1. Job PurposeThe Business Development Manager will be responsible for developing new business opportunities, generating leads, building relationships with consultants, contractors, EPC companies, architects, builders, industries and end customers, and achieving sales targets for HVAC products and solutions.The role will focus on identifying new projects, understanding customer requirements, preparing commercial proposals, coordinating technical solutions, negotiating with customers, and converting opportunities into orders.2. Key ResponsibilitiesA. Business DevelopmentIdentify and develop new business opportunities in the assigned territory.Generate leads through direct visits, references, networking, exhibitions, digital channels and market intelligence.Develop relationships with industries, commercial buildings, hospitals, hotels, malls, institutions, infrastructure companies and other potential customers.Identify upcoming HVAC projects at an early stage and develop them into sales opportunities.Maintain a strong project pipeline and regularly update opportunity status.B. HVAC Project SalesPromote HVAC products and solutions such as:ChillersAir Handling Units (AHUs)VRF/VRV systemsPackage and ductable AC systemsCooling towersPumpsVentilation systemsIndustrial refrigeration/cooling solutionsEnergy-efficient HVAC solutionsUnderstand project specifications, BOQs, tender requirements and technical requirements.Coordinate with the technical/design team for suitable HVAC solutions.Prepare and submit quotations, techno-commercial proposals and tender documents.Follow up on quotations and negotiate commercial terms to close orders.C. Consultant & Channel ManagementDevelop strong relationships with HVAC consultants, MEP consultants, architects and project management consultants.Get company products approved/specifically mentioned in project specifications wherever possible.Develop relationships with dealers, distributors, contractors and system integrators.Appoint and develop suitable channel partners in the assigned territory.D. Customer Relationship ManagementConduct regular customer and project visits.Understand customer requirements and provide appropriate solutions.Maintain long-term relationships with key customers.Handle customer queries and coordinate with internal teams for timely resolution.E. Project & Order CoordinationCoordinate with engineering, estimation, procurement, service and project teams from enquiry to order execution.Monitor project progress and ensure customer commitments are fulfilled.Coordinate for installation, commissioning and after-sales requirements when required.Support the collection of outstanding payments from customers.F. Market IntelligenceMonitor competitors, pricing, product developments and market trends.Identify new market segments and potential customers.Provide regular feedback to management regarding market opportunities and competitor activities.3. Sales & Business Development TargetsThe BDM will be responsible for achieving:Monthly, quarterly and annual sales targets.New customer acquisition targets.Project enquiry and pipeline targets.Conversion of enquiries into orders.Gross margin/profitability targets.Collection/payment targets.Dealer/channel development targets.4. Required SkillsStrong knowledge of HVAC systems and applications.Good understanding of commercial and industrial HVAC projects.Excellent sales and negotiation skills.Strong communication and presentation skills.Ability to understand technical drawings, BOQs and specifications.Good knowledge of project sales and tender processes.Strong customer relationship management skills.Ability to work independently and achieve targets.Good reporting and CRM skills.Willingness to travel extensively for customer and project visits.Sourced from naukri
