Key Responsibilities
1. Business Development & Sales Growth
- Drive sales growth of HVAC pumps and building services solutions in the assigned territory.
- Generate business opportunities in commercial buildings, high-rise developments, hospitals, hotels, airports, metro stations, IT parks, malls, educational institutions, and data centers.
- Achieve sales, booking, and profitability targets.
- Develop project pipelines and convert opportunities into orders.
2. Consultant Influencing & Specification Selling
- Build strong relationships with MEP consultants, HVAC consultants, PMC consultants, architects, and design engineers.
- Promote KSB products during the project design stage.
- Secure product approvals and specifications in consultant BOQs and tender documents.
- Conduct technical presentations, seminars, and product awareness sessions.
3. Contractor Relationship Management
- Develop and maintain relationships with HVAC contractors, MEP contractors, EPC contractors, and system integrators.
- Provide technical and commercial support during bidding and project execution.
- Support contractors in pump selection, product application, installation guidance, and troubleshooting.
- Work closely to convert specified projects into confirmed orders.
4. End User & Developer Engagement
- Engage with building owners, facility managers, developers, and corporate clients.
- Promote energy-efficient pumping solutions and lifecycle cost benefits.
- Identify replacement, retrofitting, and expansion opportunities.
- Create awareness of KSB's advanced and sustainable HVAC solutions.
5. Market Awareness & Brand Promotion
- Increase market visibility and awareness of KSB products in the Commercial Building segment.
- Participate in HVAC, MEP, and construction industry exhibitions.
- Gather market intelligence on customer needs, competitor activities, emerging trends, and project developments.
6. Technical Application Support
- Review HVAC system designs, pumping schemes, specifications, and pump schedules.
- Support selection of pumps for: Chilled Water Systems Condenser Water Systems Hot Water Circulation Systems Pressure Boosting Systems HVAC Utility Applications
- Prepare technical submittals, compliance reports, and techno-commercial proposals.
- Coordinate with internal engineering and application teams.
7. Project Tracking & Management
- Track projects from concept stage through design, tendering, award, and execution.
- Maintain project databases and CRM updates.
- Monitor project milestones and ensure timely customer engagement.
- Prepare monthly sales forecasts and business reports.
Qualifications
Educational Qualification
- B.E. / B. Tech in Mechanical Engineering (Preferred)
Experience
- 5 to 10 years of experience in HVAC, Building Services, MEP, Pumps, Fluid Handling, Chillers, Cooling Systems, or Technical Project Sales.
- Proven experience working with: MEP Consultants HVAC Consultants PMCs HVAC Contractors MEP Contractors Builders & Developers Facility Management Teams
Technical Knowledge Required
- HVAC Systems Design
- Building Services Engineering
- Chilled Water & Condenser Water Networks
- Hydraulics and Pumping Systems
- Variable Frequency Drive (VFD) Applications
- Pump Selection Software
- Energy Efficiency Solutions
- Project Tendering & Specifications
- Commercial Building Applications
Key Performance Indicators (KPIs)
- Sales Revenue Achievement
- Order Booking Value
- Consultant Specifications Secured
- Number of Active Consultant Accounts
- Contractor Conversion Ratio
- Commercial Building Project Wins
- Market Coverage and Awareness Programs Conducted
- Pipeline Value and Project Tracking Accuracy
- New Customer Acquisition
- Customer Satisfaction
Target Market Coverage
Consultants
- MEP Consultants
- HVAC Consultants
- Green Building Consultants
- PMC Consultants
Contractors
- HVAC Contractors
- MEP Contractors
- EPC Contractors
End Users
- Real Estate Developers
- Data Center Operators
- Hospitals
- Hotels
- Airports
- Metro Corporations
- IT Parks
- Commercial Property Owners
- Facility Management Organizations
Role Objective
To position KSB Limited as the preferred HVAC pumping solutions partner in the Commercial Building segment through proactive consultant engagement, contractor collaboration, end-user awareness, and effective project sales management, driving sustainable business growth and market leadership.
