Regional Sales Manager (HVAC/Engineering)

Key Responsibilities

1. Regional Sales Strategy & Business Development Develop and execute regional sales strategies to achieve revenue, profitability, and market share objectives. Identify new business opportunities across commercial buildings, industrial facilities, manufacturing plants, data centres, and other relevant market segments. Develop market expansion plans and identify potential customers, projects, consultants, contractors, and distribution partners. Build and maintain a strong sales pipeline covering new projects, equipment replacement, system upgrades, and new installations. Establish effective market coverage strategies to strengthen the company's presence across assigned territories. Monitor market developments, customer investment plans, and industry trends to identify opportunities for sustainable business growth.
2. HVAC & Industrial Cooling Solutions Sales Drive sales of HVAC and cooling solutions, including chillers, heat pumps, air handling units, rooftop units, fan coil units, and industrial process cooling systems. Understand customer technical and operational requirements and coordinate with engineering teams to recommend suitable solutions. Promote customised equipment and integrated cooling solutions based on project specifications, performance requirements, energy efficiency, and lifecycle costs. Engage with consultants, mechanical and electrical contractors, system integrators, facility owners, and end users to influence equipment specifications and secure project opportunities. Prepare and present technical-commercial proposals, quotations, and solution presentations to prospective customers. Communicate product value propositions, technical advantages, and commercial benefits to customers and key decision-makers.
3. Key Account & Relationship Management Build and maintain long-term relationships with strategic customers, including building owners, developers, industrial operators, consultants, contractors, and engineering firms. Identify key accounts with significant growth potential and develop account plans to maximise business opportunities. Engage with senior stakeholders, procurement teams, project managers, and technical decision-makers throughout the sales cycle. Manage customer enquiries, negotiations, and commercial discussions to achieve mutually beneficial outcomes. Ensure effective coordination with internal technical and service teams to maintain customer satisfaction and support repeat business.
4. Distributor & Channel Partner Management Identify, appoint, and develop distributors, dealers, agents, and channel partners across assigned markets. Establish sales targets, market development plans, and performance expectations for channel partners. Provide product training, technical-commercial support, and sales guidance to strengthen partner capabilities. Monitor distributor performance, market coverage, sales pipeline, and customer engagement activities. Build strong working relationships with channel partners to improve market penetration and expand the customer base. Identify opportunities to improve channel effectiveness and address gaps in regional market coverage.
5. Project Sales & Commercial Management Manage the complete sales cycle, from lead generation and project identification through proposal development, negotiation, order closure, and handover. Track project specifications, tender opportunities, submission deadlines, commercial requirements, and customer decision-making processes. Coordinate with engineering, project management, supply chain, and service teams to ensure proposals are technically feasible and commercially competitive. Lead pricing discussions and commercial negotiations while maintaining appropriate margins and project profitability. Review sales forecasts, project pipelines, order intake, and conversion rates to support effective business planning. Ensure a smooth transition of awarded projects to the relevant execution teams.
6. Market Intelligence & Competitive Analysis Monitor regional HVAC and industrial cooling markets, competitor activities, pricing trends, technology developments, and customer requirements. Analyse market opportunities across commercial, industrial, and infrastructure-related applications. Identify emerging demand for energy-efficient cooling systems, heat pumps, and customised process cooling solutions. Gather customer and competitor feedback to support product positioning, pricing, and market development strategies. Provide regular market intelligence and strategic recommendations to management.
7. Sales Performance & Reporting Establish sales forecasts, territory plans, and performance targets aligned with overall business objectives. Monitor revenue, order intake, gross margin, pipeline development, and customer acquisition performance. Maintain accurate sales records, opportunity tracking, and customer information within the CRM system. Prepare regular sales reports and provide updates on business performance, major projects, and market opportunities. Identify performance gaps and implement corrective actions to improve sales effectiveness and profitability.
8. Cross-Functional Collaboration & Team Leadership Work closely with Engineering, Application, Project Management, Supply Chain, Marketing, and After-Sales Service teams to support customer requirements. Coordinate with regional and global stakeholders on product availability, technical support, pricing, and strategic opportunities. Provide guidance and coaching to sales team members and channel partners where applicable. Support product launches, technical seminars, exhibitions, and customer engagement initiatives. Promote a customer-focused, collaborative, and results-oriented sales culture.

Requirements

Education

& Experience Bachelor's Degree in Mechanical Engineering, Electrical Engineering, Building Services Engineering, HVAC Engineering, or a related discipline. Minimum 8–10 years of relevant experience in technical sales, business development, or commercial management within the HVAC, cooling, or industrial equipment industry.

Proven experience selling HVAC equipment, chillers, heat pumps, air handling units, industrial cooling systems, or related engineering solutions. Strong background in B2B project sales, capital equipment sales, or technical solution selling. Experience managing regional markets, distributors, and strategic accounts is highly preferred.

Demonstrated track record of achieving sales targets, developing new business, and managing complex project opportunities. Experience working with mechanical and electrical contractors, consultants, developers, industrial end users, and system integrators would be advantageous. Technical & Commercial Skills Strong understanding of HVAC systems, refrigeration, air treatment, heat transfer, and cooling applications.

Ability to understand technical specifications, interpret customer requirements, and coordinate the development of suitable solutions. Good knowledge of HVAC project sales cycles, tender procedures, equipment selection, and technical-commercial proposals. Strong commercial acumen, including pricing strategy, contract negotiation, margin management, and sales forecasting.

Ability to develop business cases and communicate the technical and commercial value of engineering solutions. Familiarity with energy-efficient cooling technologies and industrial process cooling applications would be an advantage. Proficiency in Microsoft Office applications and CRM systems.