Lead Sales Engineer – Applied

Responsibilities

• Achieve annual sales booking (orders secured) and billing (revenue realization) targets for the Applied HVAC Products portfolio, including chillers, air handling units (AHUs), fan coil units (FCUs), and related solutions.
• Develop and manage the complete sales pipeline for Applied HVAC projects, ensuring effective coordination from initial enquiry and specification stages through project award, equipment delivery, invoicing, and payment follow-up.
• Establish and maintain strong relationships with MEP consultants, main contractors, developers, end-users, and key stakeholders within the Bahrain HVAC project market to promote company solutions and secure project specifications.
• Engage with consultants and project stakeholders during the design and concept stages to influence project specifications in favor of the company’s Applied HVAC product portfolio.
• Conduct technical presentations, product demonstrations, and solution discussions to highlight equipment performance, energy efficiency, and value proposition.
• Analyze market trends, upcoming construction projects, consultant requirements, and competitor activities to identify new business opportunities and strengthen market presence.
• Prepare and review technical selections, compliance statements, equipment schedules, Bills of Quantities (BOQs), and detailed commercial proposals using approved HVAC selection tools.
• Collaborate with application engineering, estimation, procurement, and project teams to develop technically compliant and commercially competitive proposals.
• Lead commercial negotiations with manufacturers, suppliers, consultants, and customers to achieve competitive pricing, maintain project margins, and improve order conversion rates.
• Coordinate visits, performance testing, technical submittals, and other project requirements to enhance customer confidence and support successful project execution.
• Provide technical and commercial support throughout the project lifecycle, from tender participation and order confirmation to equipment delivery and project handover.
• Maintain accurate and updated records of sales activities, opportunities, quotations, forecasts, and customer interactions through the company’s CRM or reporting systems.
• Prepare regular sales reports, market updates, pipeline forecasts, and business development reports for management review.
• Perform any other duties assigned by the Head of Project Sales & Engineering in support of the Applied HVAC business objectives.

• Bachelor’s degree in mechanical engineering, Electrical Engineering, or a closely related technical field.
• 6–10 years of progressive experience in HVAC project sales, with a clear focus on Applied Products (Chillers, AHUs, FCUs).
• Market Track Record:
  Proven experience operating within highly competitive Middle Eastern or regional project markets, managing long-cycle enterprise sales.
• Proficiency in specialized HVAC selection software (e.g., Carrier E-Design Suite/HAP, York/Daikin/ SKM/ selection tools).
• Familiarity with CRM platforms (Salesforce, Microsoft Dynamics, or similar) for pipeline management and reporting.
• Strong understanding of ASHRAE standards, green building regulations, and energy-efficiency metrics.