National Head – Sales & Operations (HVAC Insulation)

Role Overview

The National Head Sales & Operations will lead the HVAC Insulation business across India, driving revenue growth, project specifications, channel development, and operational excellence. The role requires strong expertise in technical insulation solutions for HVAC, building services, and industrial applications.

Key Responsibilities

1. Business Growth & Market Development

• Drive national sales strategy for HVAC insulation products NBR, EPDM, Glass Wool, Rock Wool, XLPE, Duct & Pipe insulation
• Increase specification approvals with consultants, architects, and PMC
• Develop OEM, HVAC contractor, and MEP partner network
• Identify opportunities in data centers, metro, airports, hospitals, pharma & commercial buildings

2. Project Sales & Specification

• Work with design consultants for brand approvals and BOQ inclusion
• Manage large project closures with technocommercial negotiation
• Provide technical solutions on thermal, acoustic & fire performance

3. Channel & Distribution

• Appoint and manage distributors, system integrators, and applicators
• Implement pricing, rebate, and territory policies
• Strengthen secondary sales and market coverage

4. Operations & Execution

• Oversee order processing, supply chain coordination, and site execution
• Ensure quality application standards and EHS compliance
• Build service support for post-installation inspections

5. P&L Ownership

• Responsible for revenue, margins, receivables, and inventory planning
• MIS, forecasting, CRM implementation
• Cost optimization and vendor development

6. Team Leadership

• Lead regional sales managers, application engineers & project teams
• Training on product application and value selling
• Performance review and capability building

Desired Profile

• Education: Mechanical / Civil Engineer (MBA preferred)
• Experience: 15+ years in
• HVAC Insulation
• Building material / MEP industry
• Strong connects with:
• HVAC contractors
• Consultants (AEC, Spectral, ETA, etc.)
• OEMs & PMC

Technical Exposure

• Thermal & condensation control
• Duct acoustics
• Fire & smoke standards

Key Result Areas

• Specification conversion ratio
• Project pipeline value
• Channel expansion
• Revenue & EBITDA
• On-time execution
• Customer retention