Key Accounts Manager – HVAC Projects

Job Description

Key Accounts Manager – HVAC Projects

Department: Project Sales 
Reports To: Area Sales Manager

Role Purpose

The Key Accounts Manager is responsible for developing HVAC project opportunities and driving specification-based sales of PPR piping systems through engagement with consultants, contractors, and project influencers while supporting execution at project sites.

Key Responsibilities

1. Consultant Engagement

• Liaise with HVAC consultants, MEP consultants, and project designers to promote PPR piping systems.
• Ensure inclusion of PPR piping solutions in project specifications and BOQs .

2. Contractor Development

• Conduct training programs for HVAC contractors on PPR applications.
• Develop contractor capability for installation and execution of PPR piping systems .

3. Project Execution Support

• Provide technical and commercial support at project sites .
• Coordinate with contractors and distributors to ensure smooth project execution .

4. Distributor Coordination

• Work with stocking distributors to ensure availability of PPR systems for projects.
• Support Area Sales Manager in identifying new channel partners .

5. Influencer Engagement

• Build relationships with insulation suppliers, project consultants, and HVAC ecosystem partners .
• Support initiatives to increase brand visibility in the HVAC market .

6. Project Tracking

• Maintain project database through the company platform .
• Track projects from consultant stage to order closure .

Key Performance Indicators (KPIs)

• Number of consultant engagements
• Number of project specifications secured
• Number of contractor training sessions conducted
• Project pipeline tracked through CRM
• Sales revenue from HVAC projects
• Site execution support effectiveness

Experience & Qualification

• Engineering graduate (Mechanical preferred)
• 8+ years experience in HVAC / project sales / plumbing / piping solutions

Job Description

Senior Key Accounts Manager – HVAC Projects

Department: Project Sales

Reports To: Area Sales Manager

Role Purpose

The Senior Key Accounts Manager is responsible for driving large HVAC project opportunities and strengthening relationships with key consultants and contractors to expand specification-driven sales of PPR piping systems.

Key Responsibilities

1. Strategic Consultant Relationship Management

• Build relationships with leading HVAC consultants and MEP design firms .
• Influence project design and specification stages to include PPR piping systems.

2. Large Project Development

• Identify and track large commercial HVAC projects including hospitals, IT parks, malls, airports, and industrial facilities.
• Work closely with consultants and contractors to convert specifications into project orders .

3. Contractor Capability Development

• Conduct technical workshops and application demonstrations for HVAC contractors.
• Provide technical consultation during project planning and installation .

4. Influencer Network Development

• Engage with insulation suppliers, project management consultants, and key influencers within the HVAC ecosystem.

5. Distributor Channel Strengthening

• Support development of stocking distributors for project supply .
• Ensure distributors can meet project delivery requirements .

6. Market Engagement Activities

• Organize consultant meets, technical seminars, and factory visits for influencers.

7. Project Pipeline Monitoring

• Ensure accurate project tracking in CRM system .
• Monitor conversion of specifications into orders .

Key Performance Indicators (KPIs)

• Number of specifications achieved in HVAC projects
• Revenue generated from HVAC vertical
• Number of strategic consultants engaged
• Contractor capability development programs
• Large project conversions
• CRM project pipeline accuracy

Experience & Qualification

• Engineering Graduate (Mechanical preferred)
• 7–10 years experience in HVAC / project sales / piping solutions
• Experience in consultant-driven sales environment