Gupta Oxygen PRIVATE LIMITEDJOB DESCRIPTION | Channel Manager South India (Refrigerant Gases)
Job TitleAccount Manager South IndiaRegion / Territory[Territory to be filled]Responsible ForRefrigerant Gases Sales (Service Segment)DepartmentSales & MarketingReports ToRegional Manager South IndiaJob GradeIndividual ContributorLocation[City, State to be filled]Employment TypeFull-TimeNo. of Direct ReportsNone (Individual Contributor)Revenue / Turnover
( Mn)[to be filled]Sales Target ( Mn)[to be filled]Other KPIsDSO, Call Productivity, Conversion RateDepartment Head[to be filled]DateApril 2026
1. PURPOSE OF THE POSITION
The Account Manager South India is responsible for achieving assigned sales revenue and margin targets for Refrigerant Gases (Service segment) within a defined territory in South India. This is a direct, field-based sales role focused on acquiring new customers, deepening existing relationships, ensuring collections, and building strong local market presence in full alignment with Dew Gases' commercial policies and standards.
2. PRINCIPAL RESPONSIBILITIES

- Sales Target Achievement: Meet and exceed assigned monthly, quarterly, and annual sales revenue and variable margin targets for Refrigerant Gases within the designated territory, in adherence to company pricing and commercial policies.
- New Customer Acquisition: Actively prospect, identify, and convert new customers (service segment HVAC, refrigeration, cold chain, automotive AC workshops, etc.) through structured field visits, cold calls, and referral networks.
- Customer Relationship Management: Develop and maintain strong, trust-based relationships with existing customers to ensure repeat business, minimize churn, and expand share of wallet within each account.
- Territory Coverage & Call Planning: Plan and execute a structured weekly/monthly call plan covering the full territory; maintain updated call records and customer account information in company systems (CRM/reports).
- Product Knowledge & Application Selling: Develop thorough knowledge of the Refrigerant Gases product portfolio (R-22, R-32, R-410A, R-134A, HFOs, blends, etc.) and use application-based selling techniques to match products to customer needs.
- Market & Competitor Intelligence: Gather and report on local market trends, competitor pricing, new entrants, and customer feedback to the Regional Manager on a regular basis.
- Collections & DSO Management: Ensure timely collection of outstanding payments from customers and maintain Days Sales Outstanding (DSO) within the targets set by the company.
- Compliance & Reporting:



Submit accurate and timely sales reports, call reports, forecasts, and expense claims as per company requirements; adhere to all company policies including credit, safety, and regulatory norms.

3. KEY INTERFACES

- Reports To (Upward): Regional Manager South India
- Internal Cross-Functional: Finance (collections/credit), Operations & Distribution (order fulfilment, delivery), Supply Chain Planning
- External: Service segment customers (HVAC contractors, refrigeration service companies, automotive AC workshops, cold chain operators), distributors/stockists, cylinder tracking agencies

4. REQUIRED CRITICAL BEHAVIOURS

Drive & Ownership
Takes full ownership of territory performance without needing constant supervision
Self-motivated; proactively seeks new opportunities rather than waiting for leads
Understands the financial impact of discounting and margin leakage
Customer-Centric Selling
Listens actively to understand customer needs before proposing solutions
Builds genuine, long-term relationships beyond transactional interactions
Handles objections confidently and professionally
Influencing & Communication
Communicates clearly in both local language(s) and English written and spoken
Adapts communication style to customers from small workshops to large service companies
Establishes personal credibility and trust with customers at all levels
Discipline & Execution
Follows structured call plans and consistently updates customer records
Meets deadlines on reports, collections, and forecast submissions
Operates within company commercial and compliance policies at all times
Learning Agility
Continuously updates product and application knowledge
Open to feedback from the Regional Manager and acts on coaching inputs
Keeps pace with changing refrigerant regulations (e.g., phase-down of HFCs under Kigali Amendment)
5. REQUIRED KEY SKILLS (FUNCTIONAL / TECHNICAL)

- Direct Field Sales: Demonstrated ability to independently manage a sales territory from prospecting and cold calling to negotiation, closing, and post-sale relationship management.
- Refrigerant / Industrial Product Knowledge: Working knowledge of refrigerant gas types (HCFCs,



HFCs, HFOs, natural refrigerants), their applications, cylinder/bulk handling, and regulatory context (ODP, GWP, BEE star ratings, HCFC phase-down).
- Negotiation Skills: Confident negotiator capable of protecting margin while maintaining customer satisfaction; able to handle price-sensitive SME and workshop customers.
- Territory Planning: Ability to map a territory, prioritize accounts by potential, design efficient call routes, and systematically increase coverage over time.
- Local Language Proficiency: Fluency in the dominant local language(s) of the assigned territory (Tamil, Telugu, Kannada, or Malayalam as applicable) is mandatory. Proficiency in English is required for internal reporting and communication.
- Digital & Reporting Tools: Comfortable using smartphones, basic CRM tools or apps, WhatsApp Business for customer communication, and MS Excel / Google Sheets for basic reporting.

6. QUALIFICATIONS & EXPERIENCE

Educational Qualifications

- Diploma or Bachelor's degree in Engineering (Mechanical / Refrigeration & Air Conditioning / Electrical preferred)
- Candidates with a Science background (Physics / Chemistry) combined with robust sales experience will also be considered
- Additional certification in HVAC/R or refrigerant handling is an advantage

Work Experience

- Minimum 5 years of direct, field-based sales experience in Refrigerant Gases, Industrial Gases, HVAC products, refrigeration equipment, lubricants, or allied industrial/specialty products
- Prior experience selling to HVAC contractors, refrigeration service companies, cold chain operators, or automotive AC workshops is strongly preferred
- Strong, established customer relationships and network within the assigned territory in South India is a significant advantage
- Candidates must be local residents of or deeply familiar with the assigned territory knowledge of local markets, trade hubs, and customer geography is essential
- Experience handling distributor/stockist networks in addition to direct accounts is an added advantage
- Must be willing to travel extensively within the assigned territory on a daily/weekly basis

7. WHAT WE OFFER

- Competitive fixed salary commensurate with experience
- Performance-linked variable incentive (sales incentive plan)
- Travel and business expense reimbursement as per company policy
- Opportunity to grow within a fast-growing industrial gases company
- Product and application training provided

Gupta Oxygen Private Limited | Confidential | April 2026

📌 Channel Sales Manager (Hyderabad)
🏢 Gupta Oxygen
📍 Hyderabad