Senior General Manager – Channel Sales

JOB Description

·        Manage a team of channel sales representatives to achieve sales and profit goals by selling goods and services through resellers/channels/customers.

·        Identify, recruit and on-board new channel partners within assigned territory.

·        Manage sales activities of partners to generate revenue.

·        Coordinate with partners to create and execute business plans to meet sales goals.

·        Identify and approach key or strategic partners and set short- and long-term channel strategies.

·        Recommend product or service enhancements to improve customer satisfaction and sales potential.

·        Provide accurate forecast for the month, quarter & year.

·        Manage & forecast the Sales Pipeline.

·        Develop & Deliver sales presentations that explain key technical aspects of JC products that will benefit prospective customers, consultants, PMC, channel partners & contractors.

·        Negotiate offer and contract terms including legal, finance, payment and other terms and seek appropriate approvals as per the organization approval matrix.

·        Be able to think independently and critically & suggest improvements that might lead to cost savings that could eventually result in improved profitability.

·        Build relationships with consultants

·        Research the industry / market for competitive intelligence on an on-going basis to know any upcoming changes / challenges that could impact the current or future sales.

·        Analyze cross-selling and up-selling opportunities ensuring that all company products and services have been thoroughly presented.

Qualifications

·        Candidate must have strong experience in selling HVAC / IAQ products in India. Ideally PAN India Role.

·        Ideally Engineer

·        Should have a strong understanding of GTM strategies for HVAC / IAQ products.

·        Strong market-connect with leading HVAC consultants & contractors.

·        Should have very good techno commercial negotiation skills.

·        Ability to interface & influence other parts of the organization in positioning business case for pursuits.

·        Good communication, inter-personnel & organizational skills.

·        Strong communication skills & fluency in English language.

·        Should be proactive & flourish with minimal guidance.

·        Strong networking skills.

Product Portfolio

·        VAV Boxes

·        FCUs

·        CHW Hi Wall & Cassette

·        ESP Filters

·        Dry Scrubbers

·        Valves, Actuators, & thermostats