Senior Key Accounts Manager – HVAC Projects
Company: A public listed plumbing solutions company
Department: Project Sales
Location: Mumbai
Role Purpose
The Senior Key Accounts Manager is responsible for driving large HVAC project opportunities and strengthening relationships with key consultants and contractors to expand specification-driven sales of PPR piping systems.
Key Responsibilities
1. Strategic Consultant Relationship Management
Build relationships with leading HVAC consultants and MEP design firms .
Influence project design and specification stages to include PPR piping systems.
2. Large Project Development
Identify and track large commercial HVAC projects including hospitals, IT parks, malls, airports, and industrial facilities.
Work closely with consultants and contractors to convert specifications into project orders .
3. Contractor Capability Development
Conduct technical workshops and application demonstrations for HVAC contractors.
Provide technical consultation during project planning and installation .
4. Influencer Network Development
Engage with insulation suppliers,
project management consultants, and key influencers within the HVAC ecosystem.
5. Distributor Channel Strengthening
Support development of stocking distributors for project supply .
Ensure distributors can meet project delivery requirements .
6. Market Engagement Activities
Organize consultant meets, technical seminars, and factory visits for influencers.
7. Project Pipeline Monitoring
Ensure accurate project tracking in CRM system .
Monitor conversion of specifications into orders .
Key Performance Indicators (KPIs)
Number of specifications achieved in HVAC projects
Revenue generated from HVAC vertical
Number of strategic consultants engaged
Contractor capability development programs
Large project conversions
CRM project pipeline accuracy
Experience & Qualification
Engineering Graduate (Mechanical preferred)
Min. 12 years experience in HVAC / project sales / piping solutions
Experience in consultant-driven sales workplace