Senior Manager - Solution Development, Applied Equipment

YDU JC Air Cond & Ref Inc.- Dubai; Mumbai; On-site; INR 900,000 - 1,200,000; Full time

Job summary

YDU JC Air Cond & Ref Inc.- Dubai is seeking a dynamic professional to enhance sales in the region by promoting YORK chillers and HVAC solutions. The role demands a proactive team player with extensive experience in stakeholder management.

Responsibilities include mapping stakeholders, engaging them early in the process, and supporting the sales team. Candidates should possess at least 6 years’ experience in the CFS or HVACR industry and demonstrate solid communication and analytical skills.

Qualifications

• 6+ years experience in the CFS or HVACR industry, service or sales function.
• Degree onwards and/or relevant industry experience.
• Proactive team player with a can-do attitude.

Responsibilities

• Map stakeholders and maintain rapport.
• Engage stakeholders early to understand pipelines.
• Identify major jobs at the conceptual stage.

Skills

Sales and marketing skills

Communication skills

Analytical skills

Relationship management

Team player

Education

Bachelor's degree or relevant experience

Job description

Job Overview

Role is to enable the sales organization to achieve its yearly plan by increasing hit rate in large opportunities through promoting YORK chillers and HVAC solutions via opportunity planning, market intelligence, competitor activities, and networking with stakeholders.

Responsibilities

• Mapping all stakeholders (consultants, end users, contractors, PMC, etc.) in the region and maintaining strong rapport.
• Early engagement with stakeholders to understand their pipeline and populate it in Salesforce (SFDC).
• Identify major jobs (value-wise/product-wise) at the conceptualization stage, engage decision makers and focus on having our product/solution specifications and favorable configuration in the tender for all possible packages (Chillers & HVAC Solutions).
• Support the sales team as needed after tenders are out with the right technical inputs/feedback.
• Special focus on identifying large jobs where the end user is the decision maker to push our solutions directly.
• Break competition accounts through continuous engagement, sharing the right information, and showcasing our capabilities.
• Organize and deliver presentations through various avenues.
• Organize site visits & seminars for end users & consultants.
• Collect market feedback and provide input to senior management on issues affecting customer satisfaction; collaborate with internal teams to improve satisfaction.
• Become a “SME” on chillers and overall HVAC systems and be the preferred person for consultants & customers for any information.

Key Performance Indicators

• Increase in number of jobs and value of favorable pipeline year-on-year.
• Achieve assigned target from BOD pipeline – minimum of 40% of the sales target assigned for vertical business for the region.
• Increase favorable pipeline, hit rate, and footprint across West region for Chillers & HVAC products.
• Increase number of customers/consultants in the region who become “favorable” to JCI.

Qualifications

• 6+ years experience in the CFS or HVACR industry, service or sales function.
• Degree onwards and/or relevant industry experience.
• Good communication, analytical, organizing & relationship management skills.
• Proactive team player.
• Results-driven mentality with a can‑do attitude and ability to provide out-of-the-box solutions.