Section Manager – Channel Sales

WhiteCrow Research Pvt. Ltd.; Chennai District; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

WhiteCrow Research Pvt. Ltd. is recruiting for a Section Manager – Channel Sales in Chennai. You will drive sales through existing dealers, wholesalers, and OEMs, while expanding the dealer network and accelerating product penetration across HVAC and refrigeration segments.

You will lead planning, forecasting, and market updates, travel regularly to meet customers, and coordinate with cross-functional teams to ensure timely delivery and customer satisfaction.

Qualifications

• Mandatory experience in HVAC/Refrigeration/Cooling systems.
• Strong channel sales background with target achievement.
• Experience handling distributors and external stakeholders.

Responsibilities

• Achieve budgeted sales from existing dealers, wholesalers, and SSI OEMs.
• Manage sales of HVAC products with opportunities for expansion.
• Generate new business from existing customers and new accounts.
• Provide product support and market data to drive growth.

Skills

HVAC industry

Channel sales

English

Trade partners

Job description

We are global talent research, insight, and sourcing specialists with offices in the UK, USA, Singapore, Malaysia, Hong Kong, Dubai, and India. Our international reach has helped us to understand and penetrate specialist markets at a global level. In addition to this, our service is also extended to complement our client’s in-house talent acquisition teams.

About our client

Our client is a global leader in sustainable climate solutions, helping reduce carbon emissions and improve energy efficiency across commercial, industrial, residential, and refrigeration sectors. They tackle global challenges like climate change and energy demand through innovations in low-impact refrigerants and efficient heating, cooling, and cold chain systems.

With 18,000 employees across 40+ countries, they combine global reach with local expertise. Backed by over 200 million installations, their industry-leading brands deliver reliable, scalable solutions. Their commitment to innovation and sustainability makes them a trusted partner worldwide.

As a Section Manager – Channel Sales, you will be responsible for...

Meeting Business Targets:

• Achieving budgeted sales from existing dealers, wholesalers, and SSI OEMs.
• Managing sales of FHP, Scroll, AC Recips, CDUs, Flow, and Dixell products, with opportunities for further expansion.
• Generating new business from existing customers.
• Securing business from new customers, products, and applications.
• Working on new business opportunities and focusing efforts on business development.
• Adding and strengthening channel partners to expand business.

Planning & Reports:

• Preparing and executing monthly, quarterly, and annual sales plans and action plans to achieve targets.
• Providing monthly sales review updates and market and competition updates.
• Regularly providing updates on NBOs and other business development activities.
• Regularly updating market size data and reporting specific market movements, deviations, or emerging trends.
• Working with and updating the Salesforce tool, primarily for NBOs and related activities.
• Preparing monthly forecasts to support production planning.

Product Support:

• Providing product support to customers.
• Supporting product validation and qualification at SSI OEMs.
• Supporting the product marketing team with product promotion, market data, and regional business development initiatives.

Payment Collection:

• Following up with customers on payments and regularly monitoring outstanding payments to keep credit exposure under control.
• Collecting payments on time to keep DSO under control.

Business Development:

• Regularly travelling within the market to meet contractors, SSI OEMs, wholesalers, and institutional customers.
• Supporting dealers in penetrating new customer accounts and competing against competitors, while also driving direct penetration among target customers.
• Pursuing new product penetration and expanding existing products into new applications and untapped territories.
• Working with AE, Product Engineering, Factory Operations, and Quality teams to ensure a consistent and regular supply, and to qualify new or existing products for new applications or markets.
• Keeping the market informed about new products and technologies and making sustained, targeted efforts to introduce them for long-term business growth.

What you already have...

• Mandatory experience in the HVAC/Refrigeration/Cooling Systems industry.
• Strong channel sales background with proven target achievement in an IC capacity.
• Experience handling distributors, vendors, and external stakeholders.
• Good communication skills, with English being mandatory.
• Familiarity with product portfolio (HVAC, refrigeration, cooling systems) is preferred.