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