1. Role Purpose The Sr Manager / Manager – West (Industrial Gases / Refrigerant Gases) will be responsible for driving profitable business growth across the MH and Goa region through strategic management of retail, channel partner, OEM, and institutional sales. The role will lead regional sales execution, develop market expansion strategies, strengthen customer relationships, and ensure achievement of sales, profitability, and collection objectives.

The incumbent will own the complete Order-to-Cash (O2C) cycle for the region and work closely with cross-functional teams to enhance market penetration, expand key accounts, build a high-performing sales team, and strengthen Navin Fluorine's market position across the Industrial Gases business.

2. Key Responsibilities a. Regional Business Strategy & Sales Growth

- Develop and execute the regional sales strategy aligned with the overall business objectives.
- Drive sustainable growth in revenue, volumes, market share and profitability across the West region (MH & Goa).
- Own annual operating plans, sales budgets and regional business targets.
- Identify recent growth opportunities across retail, institutional, OEM and project segments.
- Review regional business performance and implement corrective actions to achieve business objectives.

b. Strategic Account & Institutional Business Development

- Develop and strengthen relationships with key institutional customers, OEMs, channel partners and strategic accounts.
- Lead commercial discussions, contract negotiations and long-term business agreements.
- Identify opportunities to increase wallet share within existing customers while acquiring new strategic accounts.
- Drive customer engagement initiatives to improve customer satisfaction and long-term partnerships.
- Support major project opportunities and large-value business negotiations.

c. Channel & Distribution Network Management

- Develop the regional channel strategy to strengthen market coverage and business growth.
- Build, appoint and develop high-performing dealers,



distributors and channel partners across the region.
- Evaluate channel performance and implement initiatives to improve productivity and profitability.
- Drive distributor capability development through regular engagement, reviews and training.
- Ensure effective channel inventory management and product availability.

d. Market Expansion & Business Development

- Identify emerging markets, industry segments and application opportunities for Refrigerant and Industrial Gases.
- Develop market entry strategies for new geographies and customer segments.
- Drive new customer acquisition and business expansion initiatives.
- Analyse market trends, customer requirements and competitive landscape to identify growth opportunities.
- Represent the organisation at industry forums, exhibitions, customer events and trade associations.

e. Regional Sales Operations & Forecasting

- Lead regional demand planning, sales forecasting and pipeline management.
- Monitor sales performance through business dashboards and periodic reviews.
- Ensure accurate forecasting to support production planning and inventory optimization.
- Coordinate with Supply Chain, Customer Service, Operations and Finance to ensure seamless customer fulfilment.
- Drive operational excellence across the complete Order-to-Cash (O2C) process.

f. Receivables & Working Capital Management

- Ensure effective credit management and timely collections across the region.
- Monitor customer outstanding balances and minimize overdue receivables.
- Review customer credit limits in coordination with Finance.
- Drive initiatives to improve working capital and cash flow performance.




- Resolve commercial issues impacting collections and customer payments.

g. Team Leadership & Capability Development

- Lead, coach and develop the area sales team to deliver business objectives.
- Establish clear performance goals and monitor individual and team performance.

h. Market Intelligence & Commercial Excellence

- Continuously monitor competitor activities, pricing trends and market dynamics.
- Provide commercial insights and recommendations to support pricing and business strategy.
- Gather customer feedback to support new product introductions and portfolio expansion.
- Recommend sales promotion initiatives and regional marketing activities.
- Ensure compliance with commercial policies, pricing guidelines and organisational processes.

3. Competency Requirements

- Strategic Thinking
- Customer Centricity
- Business Acumen
- Influencing & Negotiation
- Decision Making
- Collaboration
- Results Orientation
- Problem Solving
- Ownership & Accountability

4.Interfaces / Key Working Relationships Internal – Head of Industrial gases, Supply Chain & Logistics, Plant team,

External – Institutional Customers, OEMs, Dealers, Distributors & Channel Partners

5. Qualifications & Experience

- Bachelor's degree in engineering (Mechanical, Chemical or related discipline) or Science.
- MBA / PGDM in Sales, Marketing or Business Management will be preferred.
- 12+ years of progressive experience in Sales & Business Development within the Industrial Gases, Refrigerant Gases, Chemicals, Petrochemicals, HVAC&R;, or allied manufacturing industries.
- Proven experience in managing regional sales operations, institutional sales, OEM accounts, and channel partner networks.
- Experience in managing the complete Order-to-Cash (O2C) cycle and working closely with cross-functional teams.
- Knowledge of Refrigerant Gases, Industrial Gases, HVAC&R; market dynamics, or related industrial applications will be preferred.

📌 Sr Manager / Manager – Industrial Gases / HVAC (Mumbai)
🏢 Navin Fluorine International
📍 Mumbai