Fujitsu - Product Sales Head

Position Overview:

We are seeking a highly accomplished and visionary Product Sales Head to spearhead ABSs HVAC & MEP product portfolio. The role requires a strategic sales leader with deep technical expertise, extensive industry networks, and strong OEM background to drive pan-India sales, market penetration, and revenue growth. The incumbent will be responsible for leading sales operations, influencing market strategy, and strengthening ABSs market leadership in HVAC & MEP solutions.

Key Responsibilities:

Strategic Leadership & Business Growth

- Develop and execute national sales strategies for HVAC & MEP products (VRF, AHU, Chillers, Ductables, and allied systems).

- Drive P&L ownership, ensuring revenue, profitability, and market share targets are achieved.

- Expand business footprint across enterprise clients, commercial projects, industrial facilities, and infrastructure verticals.

Sales Management & Market Expansion

- Lead, mentor, and manage regional/zonal sales teams, building a performance-driven culture.

- Forge and strengthen relationships with consultants, EPC contractors, project management consultants, OEMs, and key corporate accounts.

- Establish channel partner and distribution networks, ensuring effective market coverage and customer acquisition.

Market Intelligence & Strategy Development

- Monitor market dynamics, competitor strategies, emerging technologies, and government regulations impacting HVAC & MEP.

- Provide actionable business insights for product positioning, pricing strategies, and portfolio expansion.

- Collaborate with OEM partners to design go-to-market strategies aligned with business objectives.

Operational Excellence

- Oversee sales forecasting, demand planning, tendering, and budgeting.

- Ensure efficient pre-sales support, technical documentation, and bid management for large-scale projects.

- Represent ABS at industry forums, trade exhibitions, and technical seminars, reinforcing brand credibility and thought leadership.

Qualifications & Experience:

Education:

- B.Tech/BE in Mechanical or Electrical Engineering (mandatory).

- MBA in Sales/Marketing (preferred).

Experience:

- Minimum 18+ years of progressive experience in HVAC/MEP product sales.

- At least 5 years in regional/zonal/national leadership roles with direct P&L accountability.

- Strong exposure to OEM business models, channel management, and project sales in HVAC/MEP.

- Proven track record in scaling sales operations, winning large projects, and driving sustainable revenue growth.

Skills & Competencies:

- Deep understanding of HVAC technologies (VRF, AHU, Chillers, Ductables) and integrated MEP solutions.

- Strong business acumen with expertise in sales forecasting, pricing strategies, and contract negotiations.

- Excellent stakeholder management and networking skills within the consultant/EPC/contractor ecosystem.

- Inspirational leadership with the ability to coach, mentor, and build high-performing teams.

- Strong analytical and decision-making skills, backed by data-driven insights.

Additional Information:

- Role involves extensive travel across regions for client meetings, site visits, and industry events.

- May require flexible working hours to align with client schedules and project deadlines.