Purpose

To achieve maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling VRF and Single Splits and/or related services.

 
Key responsibilities for this position include, but are not limited to:
 
Strategy

Develop and implement account sales strategy in line with company objectives.
Plan and manage personal business portfolio/territory/business according to an agreed market development strategy.
Planning and ability to execute to achieve business plans.
Develop contingencies to be applied when plan fails.
Manage product/service mix, pricing and margins according to agreed objectives.

 
Market Analysis

Increasing market share through identification of new niches, new applications, and new products.
Monitor and report on market and competitor activities and provide relevant reports and managing successful promotions and specials.
Analysis of Market and sales trends and regular reporting. 
Plan/carry out/support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing.

 
Technical Knowledge
HVAC Technical knowledge is a must (both product and selection software).

Develop CRM with developers, consulting engineers and contractors.
Getting company listed on the specified manufacturer’s list of Consulting Engineers.
Selecting the right equipment considering all the vital factors that affects the product’s performance.

 
 Project Management

Must maintain a healthy projects pipeline for the assigned market.
Strong follow ups on the projects starting from Access to spec-in to tender to final decision making (including pricing).
Ensure that the projects are listed and registered on company B2B system.
Must closely monitor the project progress and have clear discussion during weekly pipeline meetings.

 
New Business Development

Develop a unique way to grow the business with his/her customers.
Provide solutions to management when faced with challenges.
To liaise with corporate contacts, build and develop relationships.
To assist with the preparation of contractual agreements and ensure that these are fully adhered to.
Do full tendering process, including writing of proposals, costing and motivations.

 
Strong Customer Relationships

Managing the relationship between the company and the customer is a big responsibility.
Treat your customers as partners and challenge them to grow their business with your brands.
Use customer and prospect contact activities tools and systems, and update relevant information held in these systems.
Customers include Developers, Consulting Engineers, Contractors, Distributors and Dealers.

 
Reporting

Provide reports and analysis as required.
To prepare presentations, proposals, plans, contact reports as necessary.