Regional Sales Manager (HVAC/Engineering)

Key Responsibilities:

1. Regional Sales Strategy & Business Development

• Develop and execute regional sales strategies to achieve revenue, profitability, and market share objectives.
  

• Identify new business opportunities across commercial buildings, industrial facilities, manufacturing plants, data centres, and other relevant market segments.
  

• Develop market expansion plans and identify potential customers, projects, consultants, contractors, and distribution partners.
  

• Build and maintain a strong sales pipeline covering new projects, equipment replacement, system upgrades, and new installations.
  

• Establish effective market coverage strategies to strengthen the company's presence across assigned territories.
  

• Monitor market developments, customer investment plans, and industry trends to identify opportunities for sustainable business growth.
  

2. HVAC & Industrial Cooling Solutions Sales

• Drive sales of HVAC and cooling solutions, including chillers, heat pumps, air handling units, rooftop units, fan coil units, and industrial process cooling systems.
  

• Understand customer technical and operational requirements and coordinate with engineering teams to recommend suitable solutions.
  

• Promote customised equipment and integrated cooling solutions based on project specifications, performance requirements, energy efficiency, and lifecycle costs.
  

• Engage with consultants, mechanical and electrical contractors, system integrators, facility owners, and end users to influence equipment specifications and secure project opportunities.
  

• Prepare and present technical-commercial proposals, quotations, and solution presentations to prospective customers.
  

• Communicate product value propositions, technical advantages, and commercial benefits to customers and key decision-makers.
  

3. Key Account & Relationship Management

• Build and maintain long-term relationships with strategic customers, including building owners, developers, industrial operators, consultants, contractors, and engineering firms.
  

• Identify key accounts with significant growth potential and develop account plans to maximise business opportunities.
  

• Engage with senior stakeholders, procurement teams, project managers, and technical decision-makers throughout the sales cycle.
  

• Manage customer enquiries, negotiations, and commercial discussions to achieve mutually beneficial outcomes.
  

• Ensure effective coordination with internal technical and service teams to maintain customer satisfaction and support repeat business.
  

4. Distributor & Channel Partner Management

• Identify, appoint, and develop distributors, dealers, agents, and channel partners across assigned markets.
  

• Establish sales targets, market development plans, and performance expectations for channel partners.
  

• Provide product training, technical-commercial support, and sales guidance to strengthen partner capabilities.
  

• Monitor distributor performance, market coverage, sales pipeline, and customer engagement activities.
  

• Build strong working relationships with channel partners to improve market penetration and expand the customer base.
  

• Identify opportunities to improve channel effectiveness and address gaps in regional market coverage.
  

5. Project Sales & Commercial Management

• Manage the complete sales cycle, from lead generation and project identification through proposal development, negotiation, order closure, and handover.
  

• Track project specifications, tender opportunities, submission deadlines, commercial requirements, and customer decision-making processes.
  

• Coordinate with engineering, project management, supply chain, and service teams to ensure proposals are technically feasible and commercially competitive.
  

• Lead pricing discussions and commercial negotiations while maintaining appropriate margins and project profitability.
  

• Review sales forecasts, project pipelines, order intake, and conversion rates to support effective business planning.
  

• Ensure a smooth transition of awarded projects to the relevant execution teams.
  

6. Market Intelligence & Competitive Analysis

• Monitor regional HVAC and industrial cooling markets, competitor activities, pricing trends, technology developments, and customer requirements.
  

• Analyse market opportunities across commercial, industrial, and infrastructure-related applications.
  

• Identify emerging demand for energy-efficient cooling systems, heat pumps, and customised process cooling solutions.
  

• Gather customer and competitor feedback to support product positioning, pricing, and market development strategies.
  

• Provide regular market intelligence and strategic recommendations to management.
  

7. Sales Performance & Reporting

• Establish sales forecasts, territory plans, and performance targets aligned with overall business objectives.
  

• Monitor revenue, order intake, gross margin, pipeline development, and customer acquisition performance.
  

• Maintain accurate sales records, opportunity tracking, and customer information within the CRM system.
  

• Prepare regular sales reports and provide updates on business performance, major projects, and market opportunities.
  

• Identify performance gaps and implement corrective actions to improve sales effectiveness and profitability.
  

8. Cross-Functional Collaboration & Team Leadership

• Work closely with Engineering, Application, Project Management, Supply Chain, Marketing, and After-Sales Service teams to support customer requirements.
  

• Coordinate with regional and global stakeholders on product availability, technical support, pricing, and strategic opportunities.
  

• Provide guidance and coaching to sales team members and channel partners where applicable.
  

• Support product launches, technical seminars, exhibitions, and customer engagement initiatives.
  

• Promote a customer-focused, collaborative, and results-oriented sales culture.
  

Requirements

Job Requirements:

Education & Experience

• Bachelor's Degree in Mechanical Engineering, Electrical Engineering, Building Services Engineering, HVAC Engineering, or a related discipline.
  

• Minimum 8–10 years of relevant experience in technical sales, business development, or commercial management within the HVAC, cooling, or industrial equipment industry.
  

• Proven experience selling HVAC equipment, chillers, heat pumps, air handling units, industrial cooling systems, or related engineering solutions.
  

• Strong background in B2B project sales, capital equipment sales, or technical solution selling.
  

• Experience managing regional markets, distributors, and strategic accounts is highly preferred.
  

• Demonstrated track record of achieving sales targets, developing new business, and managing complex project opportunities.
  

• Experience working with mechanical and electrical contractors, consultants, developers, industrial end users, and system integrators would be advantageous.
  

Technical & Commercial Skills

• Strong understanding of HVAC systems, refrigeration, air treatment, heat transfer, and cooling applications.
  

• Ability to understand technical specifications, interpret customer requirements, and coordinate the development of suitable solutions.
  

• Good knowledge of HVAC project sales cycles, tender procedures, equipment selection, and technical-commercial proposals.
  

• Strong commercial acumen, including pricing strategy, contract negotiation, margin management, and sales forecasting.
  

• Ability to develop business cases and communicate the technical and commercial value of engineering solutions.
  

• Familiarity with energy-efficient cooling technologies and industrial process cooling applications would be an advantage.
  

• Proficiency in Microsoft Office applications and CRM systems.