Role is to Enable sales organization to achieve the yearly plan by increasing hit rate in large opportunities by promoting YORK chillers and other HVAC solutions thru Opportunity planning, Market intelligence (Competitor information/ Activities) and networking with stake holders. The following activities are part of the job.
Mapping all the stake holders (Consultants/End user/Contractors/PMC etc.) in the region and keeping a good rapport and relationship with them. Early engagement with stakeholders to understand their pipeline and populate the same in SFDC Identify major jobs (Value wise/Product wise) at conceptualization stage itself / engage ourselves with decision makers and have special focus on those to have our product/solutions specifications / favorable configuration etc. in the tender for all possible packages (Chillers & HVAC Solutions) Help the sales team whenever & wherever necessary once the tender is out with the right technical inputs /feedback etc. Special focus on identifying large jobs where End user is the decision maker to push our solutions directly Breaking competition accounts through continuous engagement / sharing of right information / showcasing our abilities. Organizing & delivering presentations thru various avenues Organize site visits / seminars for End users / consultants Getting feedback from the market and give inputs to senior management on issues affecting customer satisfaction levels (be a part of the process if it helps to increase the Customer satisfaction by collaborating with internal teams) Become a “SME” on Chillers and overall HVAC system as such and a preferred person to consultants & customers for any information
Key Performance indicators
Increase in no. of jobs / Value of “favorable” pipeline year on year Achieving the assigned target from the BOD pipeline**. The expected target value shall be a minimum of 40% of the sales target assigned for Vertical business for the region. Increasing the favorable pipeline, hit rate and footprint across West region for Chillers & HVAC products. Increase in the number of customers/consultants in the region who become “Favorable” to JCI.
