Job Purpose
Develop and secure HVAC project sales for commercial and industrial projects across Bahrain. Manage the complete sales cycle—from identifying opportunities and understanding project requirements to preparing technical and commercial proposals, negotiating, securing orders, and coordinating delivery and customer follow-up—while achieving sales and profitability targets.
The role involves regular outdoor client meetings and site visits, supported by strong technical knowledge and relationships with consultants, contractors, developers, and project owners.
Key Responsibilities
Business Development and Client Relationships
- Identify and develop new HVAC project opportunities through consultants, MEP contractors, developers, architects, project owners, and end users.
- Build and maintain long-term client relationships to generate repeat business.
- Conduct client meetings and site visits to understand project requirements and present suitable HVAC solutions.
- Monitor upcoming construction projects, market trends, and competitor activities.
Technical Proposals and Tendering
- Review tender documents, drawings, specifications, and bills of quantities (BOQs) to determine the required scope and technical requirements.
- Recommend suitable HVAC solutions, including VRF, Split, Ducted Split, Packaged Units, and Ventilation Systems.
- Coordinate with engineering teams and suppliers on equipment selection, technical compliance, pricing, and availability.
- Prepare accurate cost estimates, technical proposals, commercial quotations, and tender submissions.
- Clearly identify exclusions, deviations, delivery requirements, and commercial terms in proposals.
- Conduct technical presentations and support consultant approvals by responding to technical enquiries and submission comments.
Sales Negotiation and Order Management
- Follow up on enquiries, quotations, and tenders to convert opportunities into confirmed orders.
- Negotiate pricing, scope, delivery schedules, and payment terms within approved company limits.
- Achieve assigned sales targets while maintaining approved profit margins.
- Review customer purchase orders against agreed quotations and resolve discrepancies before order processing.
- Provide a clear handover of confirmed orders, specifications, commitments, and delivery requirements to the relevant internal teams.
Project Coordination and Customer Follow-up
- Coordinate with engineering, procurement, logistics, and project execution teams to fulfil agreed customer requirements.
- Monitor order and project progress, communicate updates, and coordinate the resolution of customer concerns.
- Identify changes in customer requirements and coordinate revised quotations or variation proposals where applicable.
- Follow up on outstanding payments in coordination with Finance and support collection within agreed terms.
- Maintain customer relationships throughout project delivery and after-sales follow-up.
CRM and Reporting
- Maintain accurate and updated enquiry, quotation, customer, and project records in the CRM/ERP system.
- Track opportunity stages, expected order values, closing dates, and next actions.
- Provide regular sales reports, pipeline updates, and forecasts.
Qualifications and Experience
- Bachelor’s Degree or Diploma in Mechanical Engineering, HVAC Engineering, or a related discipline.
- 3–5 years of relevant experience in HVAC project sales.
- Strong knowledge of HVAC systems, equipment selection, estimation, and tender preparation.
- Experience working with consultants, contractors, and developers in Bahrain or the GCC.
- Ability to interpret HVAC drawings, specifications, and BOQs.
- Experience preparing technical submissions, commercial quotations, and project cost estimates.
- Proficiency in Microsoft Office, AutoCAD, and CRM/ERP systems; Odoo experience is an advantage.
- Good command of English; Arabic is an advantage.
- A valid Bahrain driving licence is preferred.
Required Skills and Competencies
- Business development and client relationship management.
- Technical presentation and solution-selling skills.
- Strong negotiation and commercial judgement.
- Attention to technical and quotation accuracy.
- Effective coordination and problem-solving.
- Ability to prioritise multiple opportunities and meet deadlines.
- Self-motivation, accountability, and focus on sales results.
Key Performance Indicators
- Sales revenue and gross profit against assigned targets.
- Quotation-to-order conversion rate.
- New customers and qualified project opportunities developed.
- Timeliness and accuracy of quotations and technical submissions.
- Sales pipeline quality and forecast accuracy.
- Customer satisfaction and repeat business.
- Payment collection against agreed terms, in coordination with Finance.
