Area Sales Manager - Gujarat & Madhya Pradesh

Responsible for Presentation, Lead generation, Solution/Selections, Making a Value Proposal to the Customer, Contract negotiations, Sales and Execution in collaboration with peer teams.Converting leads into opportunities by assigning appropriate sales process, identifying appropriate contact within customer's organization.Developing relationships with multiple buying influences in customer's organization, including executive level customers, facility managers, project managers, project engineers, construction and purchasing.Accountable for selling of Value added products (adiabatic solutions, automatic tube brushing systems etc)Ensure sustenance of Key accounts & maintain good customer relationship.Ensuring the Customer Satisfaction while managing & working in line with the requirement of allied stake-holders.Assists customers in answering technical questions on HVAC systems, Trane products, and system application alternative, BAS, installation, operation, maintenance, and problem resolution.Conduct formal presentations and training sessions with customer & groups.Target & Convert untapped customer segments.Market Positioning & Customer Segmentation for Trane HVAC Product Sales.

• Prepared all quotes within established price structures and proper managerial approvals• Coordinated with OMD (Order management team) team to ensure timely delivery of parts to the customers• Coordinated with service fulfilment team for timely service delivery• Shared product knowledge with customers while making personal recommendations• Using the company's CRM, keep records of all transactions and customer communications• Developed spreadsheets to track bi-monthly billings, client proposals, order entry, delivery of parts• Addressed customer questions and concerns regarding products, prices and availability• Efficiently selected and quoted right HVAC equipment as per the data given by customer• Communicated new product information to all customers timely• Developed and maintained relationship with customers and provided exceptional customer service • Generated leads, initiated cold calls to prospective customers, followed up, performed pre-sales activities and closed transactions• Achieved department sales and bookings targets set by the management by promoting sales to existing and new clients, identify and solicit potential clients• Expanded business by 80% in two years of time

• Supervised operation of service centers across the region• Trained service centers to estimate the repairing cost• Standardized the parts and labour cost across the region to avoid the variation in quotes from different service centers• Won the award for ever highest parts sales booking in single month• Increased parts sales by 35% in one year• Appointed 4 new service centers in a single year and increased sales and customer satisfaction• Established process to ensure all warranty claims gets entered into company’s portal within time limits

• Prepared quotation as per field reports from service engineer• Processed all quotations ensuring proper scope and pricing • Provided clients with relevant information regarding various services and programs• Consistently increased customer satisfaction by skillfully resolving conflicts, answering questions, and completing requests in timely manner• Well regulated near to 100% preventative maintenance jobs and achieved the billing target• Co-ordinated with dealers for service delivery support and reviewing delivery parameters

• Handled cost estimation of entire HVAC projects• Locate, notify and send bid information to contractors, vendors and complete the estimation of entire project• Calculated cost estimates for laborers, materials, contractors and subcontractors • Ensured all quotations are accompanied with relevant documentation• Correspondence and coordination between project managers, vendors and contractors• Purchased and arranged deliveries for site distribution after obtaining desired prices from vendors• Quantified all labor and materials required to build project in order to prepare overall project budget• Conducted pre-tender meetings with trades in order to clarify scope of work items• Prepared and performed quantity take-offs from working and design drawings for budgeting or tendering purposes• Coordinated with drafters and engineers for calculating the specific amount of raw materials required necessary in project completion • Participated in site visits in order to check performance of contractors against scope of work/contract• Maintained precise documentation of all the involved processes • Ensured projects are meeting quality, time and cost • Informed clients and superiors about the project progress