Head MEP-Sales & Projects

Role & responsibilities

Job Description MEP Sales & Projects Head

Position: Head – MEP Sales & Projects
Department: Sales & Projects
Location: [Location]
Reporting To: Managing Director / CEO
Experience: 12–18+ years in MEP / HVAC / Electrical / Plumbing / Fire Fighting projects
Qualification: B.E./B.Tech in Mechanical / Electrical Engineering; MBA in Sales/Marketing is an advantage

Role Purpose

We are looking for an experienced MEP Sales & Projects Head to lead the organization's MEP business across business development, sales, tendering, project execution, commercial management, and customer relationships.

The role will be responsible for achieving revenue and profitability targets while ensuring timely, high-quality delivery of MEP projects and developing long-term relationships with consultants, developers, contractors, architects, and key clients.

Key Responsibilities

1. Sales & Business Development

• Develop and execute the MEP sales and business development strategy.
• Identify and develop new business opportunities across commercial, residential, industrial, hospitality, healthcare, infrastructure, and other relevant segments.
• Build strong relationships with developers, consultants, architects, EPC contractors, PMCs, and key decision-makers.
• Generate and manage a healthy sales pipeline and achieve annual sales targets.
• Lead negotiations, commercial discussions, and closure of major orders.
• Monitor market trends, competitor activities, pricing, and emerging MEP technologies.
• Develop strategic partnerships and identify opportunities for repeat and referral business.

2. Tendering & Estimation

• Oversee tender identification, qualification, estimation, costing, and submission.
• Review BOQs, drawings, specifications, scope of work, and contractual requirements.
• Ensure technically and commercially competitive bids while protecting project margins.
• Lead pre-bid meetings, technical clarifications, negotiations, and final commercial closures.
• Establish appropriate pricing and margin strategies for projects.

3. Project Execution

• Provide overall leadership for MEP project execution from order booking through completion and handover.
• Ensure projects are delivered within agreed time, cost, quality, and safety parameters.
• Review project schedules, resource requirements, procurement plans, cash flows, and execution strategies.
• Coordinate with project managers, design teams, procurement, vendors, subcontractors, consultants, and clients.
• Monitor project progress and resolve technical, commercial, and operational issues.
• Ensure effective commissioning, testing, documentation, and project handover.

4. Commercial & Financial Management

• Own project profitability and ensure achievement of planned margins.
• Monitor project billing, collections, cash flow, variations, claims, and recoveries.
• Identify and control cost overruns and commercial risks.
• Review subcontractor and vendor commercial terms.
• Ensure timely submission and approval of variations/change orders.
• Support contract administration and dispute resolution.

5. Team Leadership

• Lead and mentor the MEP sales, estimation, design, project management, procurement, and execution teams.
• Set KPIs and performance targets for the department.
• Build a high-performance culture focused on accountability, customer satisfaction, quality, and profitability.
• Identify manpower requirements and support recruitment and capability development.
• Conduct regular performance and project review meetings.

6. Client & Stakeholder Management

• Act as the senior point of contact for strategic clients and major projects.
• Maintain strong relationships with clients, consultants, architects, contractors, and other stakeholders.
• Handle escalations and ensure timely resolution of customer concerns.
• Drive customer satisfaction and identify opportunities for additional scope and repeat business.

7. Compliance, Quality & Safety

• Ensure compliance with applicable MEP standards, statutory requirements, project specifications, and company policies.
• Ensure implementation of quality assurance and quality control procedures.
• Promote safe working practices and ensure compliance with EHS requirements.
• Maintain proper project documentation and reporting.

Key Performance Indicators (KPIs)

• Annual sales/revenue achievement
• Order booking and sales pipeline
• Gross margin / project profitability
• Tender hit ratio
• Project completion within budget and schedule
• Billing and collection performance
• Variation/change-order recovery
• Customer satisfaction and repeat business
• Project quality and defect levels
• Safety performance
• Team productivity and retention

Required Skills & Competencies

• Strong understanding of MEP systems and project execution.
• Proven track record in MEP sales and project management.
• Excellent commercial and negotiation skills.
• Strong knowledge of estimation, costing, tendering, contracts, and project controls.
• Ability to read and interpret MEP drawings, BOQs, specifications, and contracts.
• Strong leadership and people-management capabilities.
• Excellent client relationship and communication skills.
• Strong financial and business acumen.
• Ability to manage multiple projects and priorities.
• Strong problem-solving and decision-making skills.
• Proficiency in MS Office, project management tools, and relevant MEP software.

Preferred candidate profile