Job Description – Regional Sales Manager (AC Division)

1. Position Details

1. Job Title: Regional Sales Manager
2. Location: Chennai
3. Department: Sales (Air Conditioning Division)
4. Reporting To: Business Head / Sales Head

Lead and manage the regional sales team to drive business growth, achieve revenue targets, and expand market presence in the assigned territory. Responsible for developing strong dealer networks, institutional sales, and project business.

3. Key Responsibilities

Sales & Business Development

1. Drive regional sales targets and ensure consistent revenue growth
2. Develop and execute strategic sales plans for the region
3. Identify new business opportunities in projects, institutional, and B2B segments
4. Expand and strengthen dealer/distributor network

Channel & Dealer Management

1. Appoint, manage, and support dealers to achieve business targets
2. Ensure effective coverage and penetration in assigned markets
3. Monitor dealer performance and provide necessary guidance

Team Management

1. Lead, mentor, and manage a team of Sales Engineers
2. Set targets, review performance, and drive productivity
3. Conduct regular training and development initiatives

Customer & Relationship Management

1. Build strong relationships with key clients, consultants, and contractors
2. Ensure high levels of customer satisfaction and repeat business

Planning & Reporting

1. Prepare sales forecasts, budgets, and MIS reports
2. Track performance against targets and implement corrective actions
3. Conduct weekly reviews and performance discussions

4. Job Challenges

1. Achieving aggressive sales targets in a competitive market
2. Managing diverse channels and multiple stakeholders
3. Expanding business in new and untapped territories
4. Handling price-sensitive and project-based sales cycles

5. Team Structure

1. Direct Reports: Sales Engineers
2. Responsible for regional team performance and productivity

6. Performance Metrics (KPIs)

1. Regional sales revenue achievement
2. Dealer network expansion and productivity
3. Market share growth
4. Collection efficiency and profitability
5. Team performance and retention

7. Decision-Making Authority

1. Dealer appointment and management decisions
2. Pricing recommendations (within approval limits)
3. Regional sales strategies and execution plans

8. Qualifications & Experience

1. Education: Engineering Graduate (Mechanical / Electrical preferred)
2. Experience: 10+ years in HVAC / Air Conditioning / Project Sales
3. Industry Preference: HVAC, Building Solutions, Industrial Sales

9. Required Skills & Competencies

1. Strong regional sales and business development expertise
2. Experience in dealer/channel management
3. Excellent leadership and team management skills
4. Strong negotiation and communication abilities
5. Strategic thinking and problem-solving skills