International Sales Manager

Designation: International Sales Manager

Department: Sales & Business Development
Reporting To: Sales VP
Location: Mumbai (with international travel)

Preferred Candidate: Candidate with international sales experience for products like Chillers, packaged air conditioners, heat Pumps, cooling towers, CRAC, VRF, and pumps OR any other industrial products will do

Job Purpose

To develop and expand the company's international business by driving export sales of HVAC products, identifying new markets, managing channel partners and distributors, and achieving sustainable revenue and profitability growth across assigned regions.

Key Responsibilities

Business Development

• Develop and execute export sales strategies to achieve annual sales and profitability targets.
• Identify new business opportunities in international markets, particularly in SAARC, Southeast East Asia, Africa, and other emerging regions.
• Build and maintain strong relationships with distributors, OEMs, consultants, contractors, and key customers.
• Appoint, train, and manage channel partners and distributors.

Sales & Customer Management

• Prepare techno-commercial proposals and negotiate commercial terms.
• Lead customer meetings, product presentations, and technical discussions.
• Manage the complete sales cycle from lead generation to order closure.
• Ensure high customer satisfaction and long-term business relationships.
• Support customers during project execution and coordinate with internal teams.

Market Development

• Conduct market research and competitor analysis.
• Monitor market trends, pricing, customer requirements, and regulatory changes.
• Develop market entry strategies for new countries.
• Participate in international exhibitions, trade fairs, and customer events.

Export Operations

• Coordinate with logistics, production, finance, and commercial teams to ensure timely order execution.
• Monitor shipment schedules, export documentation, LC requirements, and payment collections.
• Ensure compliance with international trade regulations and export documentation.

Internal Coordination

• Work closely with engineering and product management teams on product customization.
• Coordinate with factories for delivery planning.
• Support after-sales service and warranty-related matters for export customers.

Reporting

• Prepare monthly sales forecasts and pipeline reports.
• Monitor order intake, backlog, revenue, and collections.
• Present business reviews to senior management.

Key Performance Indicators (KPIs)

• Export sales revenue
• Order intake
• Gross margin
• New distributors appointed
• New markets developed
• Sales pipeline value
• Order conversion ratio
• Collection efficiency
• Customer satisfaction
• Forecast accuracy

Qualifications

• Bachelor's Degree in Mechanical Engineering (preferred)
• MBA in Marketing or International Business is an advantage

Experience

• 5 to 10 years of experience in HVAC or industrial equipment exports.
• Proven experience in international sales and business development.
• Experience handling distributors and channel partners.
• Exposure to data centre cooling, chillers, CRAC/PAC, heat pumps, or related HVAC products is preferred.

Skills

• Excellent negotiation and communication skills
• Strong commercial acumen
• Relationship management
• Strategic thinking
• Market development
• Cross-cultural communication
• Presentation skills
• Financial and commercial analysis
• Team collaboration
• Problem-solving

Desired Personal Attributes

• Self-driven and entrepreneurial mindset
• Strong customer orientation
• High integrity and professionalism
• Results-oriented with a passion for achieving targets
• Ability to work independently in multicultural environments
• Excellent planning and organizational skills

Success Profile

The successful candidate will be responsible for establishing the company as a preferred HVAC solutions provider in international markets by expanding the distributor network, securing strategic projects, increasing export revenue, and delivering profitable business growth while ensuring outstanding customer satisfaction.