Sr Eng KAM

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