Sanjay Grover: Powering Kirloskar Pneumatic’s Global Rise

Technological advancements and globalization are the two pillars reshaping the foundation of modern leadership today. Sanjay Grover, Vice President of International Business at Kirloskar Pneumatic Company Limited, brings a seasoned perspective on this transformation—emphasizing the need for agility, adaptability, and innovation.

Having witnessed the rise of personal computing, the dominance of social media, and the advancement of artificial intelligence, Sanjay understands how leadership has evolved to meet the demands. For him, success in today’s business environment hinges on a leader’s ability to evolve just as swiftly as the world around them.

As conventional lines between industries fade and markets evolve, Sanjay Grover underscores the critical need for leaders to embrace change, harness emerging technologies, and lead with both confidence and resilience amid uncertainty—emerging as one of the Most Iconic Business Leaders To Watch In 2025.

How Business Leadership Has Changed Over the Years?

Sanjay reflects on how leadership has evolved over time, particularly in the face of rapid technological advancements.

“If you look at us, we are from Generation X or maybe millennials. In the last few decades, we have seen the maximum number of technological innovations—from computers to laptops, mobile phones, the Internet, social media, and all kinds of stuff,” he notes. With such significant changes, he emphasizes that leadership must adapt quickly to remain effective.

The world has become very dynamic, so it is imperative that business leadership adapts to these changes very fast. Leaders must understand change quickly and make decisions accordingly. There may be uncertainties, but in this era of technology and globalization, the boundaries that were once distinct have now become blurry. “This is a real-time competition. That’s the reality. We should accept it,” Sanjay explains.

He stresses that long-term planning, as it was traditionally practiced, is no longer feasible. Leaders do not have the luxury to plan for long horizons anymore. By the time they analyze the information coming at them, they might miss the bus or their targets.

The Essential Traits of a Successful Leader

To thrive in today’s competitive business environment, leaders require a distinct set of leadership qualities. According to Sanjay Grover, here are the five key attributes that define modern leadership:

1. From Autocratic to Collaborative Leadership

Leadership is no longer about making decisions in isolation. Grover emphasizes the importance of delegation and empowerment, explaining that leaders should create an environment where teams feel valued and involved in decision-making. “We believe that every employee has the potential to deliver. The only thing they need is space and the freedom to operate,” he says.

2. People and Relationship-Centric Leadership

In a world driven by partnerships and networks, leaders must focus on fostering strong relationships. Grover believes that collaboration and trust are critical to long-term success, not only with employees but also with customers and stakeholders. “We implement our values in every interaction, whether with our employees, customers, or suppliers,” he shares.

3. Adaptability and Agility

The ability to pivot quickly in response to changing market dynamics is paramount. Grover underscores the need for resilience and learning agility, stating: The world is changing so rapidly that you have to be very agile to understand and adapt to change. Technology can shake up entire industries in just a few months.

4. Embracing Digital Transformation

With rapid technological advancements, businesses must integrate digital solutions to remain competitive. While Sanjay didn’t explicitly address digital transformation, his emphasis on adapting to change aligns with the need for leaders to embrace technology and innovation in their strategies.

5. Empowerment Through Delegation

Trusting and empowering teams fosters a culture of accountability and innovation. Sanjay Grover strongly advocates for delegation, stating, “We really empower people. That’s the key because we believe that every person, every employee, has the potential to deliver.” He believes it is the role of leaders to add value to their decision-making process. By providing employees with autonomy and support, organizations can drive faster and better outcomes.

The Career-Defining Path

Sanjay’s professional journey is one of perseverance, adaptability, and commitment to growth. A mechanical engineer by qualification, he further honed his expertise with a postgraduate degree in marketing and sales management.

“Somehow I have been fascinated. The day I came out of college, to really work for some good engineering organization.” He says he doesn’t have a particular reason why, but Sanjay was always drawn to the refrigeration and air conditioning field, he shares.

Reflecting on the pivotal moment that propelled him into sales and marketing, Sanjay Grover recalls a campus interview that changed his trajectory. During his college placement, Sanjay was interviewed by a team from a multinational company. When they asked what he wanted to do, he confidently said sales and marketing. The HR manager then pulled out a pen from his pocket and asked Sanjay to sell it to him, he recounts.

As an engineering student, Grover instinctively spoke about the technical aspects—the pen’s material, quality, and structural properties. However, he wasn’t selected for the role. As Sanjay was leaving, the HR manager told him, in a rather blunt manner, that he could never become a sales and marketing person. That moment hit Sanjay hard, but instead of letting it discourage me, he took it as a challenge and decided that he would prove him wrong—and from that day, Sanjay has committed himself to sales and marketing.

Now, with over 36 years of experience—37 and counting—Sanjay has established himself as a leader in the field, leveraging his technical background and business acumen to drive growth and innovation. That was one of the turning points of Sanjay’s career. It pushed me to bring out my full potential and contribute to business development on a national and global scale.

A Journey of Adaptation and Growth

Like many fresh engineering graduates, Sanjay Grover initially envisioned a career rooted in core engineering—whether in R&D, applications, or service roles. However, his career pivot into sales and marketing introduced him to a whole new world of challenges, requiring a different skill set and mindset.

The first major challenge Sanjay faced was patience—specifically, the patience to listen, he shares. In sales and marketing, there is a common belief that you have to talk more, keep convincing, and push your point across. But Sanjay quickly realized that real success comes from listening. The more you listen, the better you understand customer needs, and the stronger your solutions become.

Another early challenge was extensive travel. In his initial role, Sanjay was responsible for Kirloskar Pneumatic’s northern region, which meant covering vast territories across multiple states. Although Sanjay Grover wasn’t used to frequent travel, the nature of sales required him to adapt quickly.

Perhaps one of the most significant adjustments was working in rural markets. Kirloskar’s compressors are widely used in cold storage applications, which are mostly located in rural areas. Traveling to these remote locations meant long journeys—first by train, then by local jeeps or other available transport. Often, accommodations were basic, and meals weren’t always guaranteed. It was a stark contrast to the city life Sanjay was accustomed to, but it taught him adaptability and resilience.

As Sanjay Grover progressed in his career, the challenges evolved. Today, leading international business operations for Kirloskar Pneumatic, he faces a new set of obstacles. One of the biggest challenges in global markets is perception. Establishing credibility as an Indian company in the overseas market requires strategic effort. Moreover, there are language barriers, cultural differences, and regulatory complexities to navigate.

Responsibilities as Vice President of International Business

As Vice President of International Business at Kirloskar Pneumatic Company Limited (KPCL), Sanjay Grover plays a pivotal role in steering the company’s global growth strategy. Traditionally, KPCL focused primarily on the domestic market, with international sales occurring sporadically. However, in 2016, the company made a strategic decision to establish the International Business Division (IBD), marking a major shift toward global expansion.

The mandate was clear—Kirloskar Pneumatic had to actively develop its presence in international markets and position itself as a preferred choice for customers across borders.

Key Responsibilities in Sanjay’s Role as VP

1. Expanding KPCL’s Global Footprint

Grover leads efforts to penetrate new markets and strengthen the company’s presence in key international regions. His team works to identify emerging opportunities, establish strategic partnerships, and ensure Kirloskar Pneumatic becomes a recognized brand globally.

2. Delivering Consistent Quality and Service

Ensuring high-quality products and exceptional service is another cornerstone of his role. Customers expect reliability, and we not only aim to meet their expectations but exceed them, Sanjay emphasizes. His division is responsible for upholding KPCL’s reputation in international markets by delivering world-class engineering solutions.

3. Driving Revenue Growth from Exports

A major focus of the IBD is to increase export contributions to KPCL’s total revenue. The company has a bold vision—to achieve 40% of its revenue from international markets within the next five years, Sanjay shares. His leadership is crucial in formulating strategies, optimizing operations, and ensuring sustainable global expansion.

Commitment to Continuous Learning

Sanjay Grover underscores the importance of lifelong learning. “The world is changing so far. So we have to acquire knowledge from whatever source we get,” highlights Sanjay. He adds that leaders have to become learners every time—it’s a lifelong learning and constantly seeking new knowledge and skills to stay ahead of the curve.

Sanjay’s perspective paints a clear picture of modern leadership—one that is dynamic, relationship-driven, and continuously evolving. In an age where technological advancements and globalization are reshaping industries, leaders must embrace change, foster collaboration, and remain committed to growth.

Engineering Excellence Across Four Key Verticals

As a 137-year-old engineering powerhouse, Kirloskar Pneumatic Company Limited (KPCL) is a leader in providing cutting-edge industrial solutions. The company has built a strong reputation in the engineering sector, offering a range of high-performance products tailored to diverse industries.

Core Product & Service Offerings

KPCL operates through four strategic business verticals (SBUs), each focusing on specialized engineering solutions:

1. Air Compressor Division

• Manufactures screw, reciprocating, and centrifugal air compressors.
• These compressors are essential utilities in a wide range of engineering industries.

2. Air Conditioning & Refrigeration Division

• Produces refrigeration compressors used in:

✔Cold storage applications
✔Dairies
✔Ice plants
✔Meat processing facilities

• KPCL is arguably the largest manufacturer of open-type ammonia refrigeration compressors worldwide, surpassing American, Japanese, and European competitors.

• Also manufactures vapor absorption chillers and refrigeration packages for defense and refineries.

3. Process Gas Division (Oil & Gas Solutions)

• Specializes in solutions for the oil and gas sector, covering all four key segments:

✔Upstream (Exploration & Extraction)
✔Midstream (Transportation & Storage)
✔Downstream (Refining & Processing)
✔Distribution (Gas Networks & Utilities)

4. Transmission Division

• Manufactures gearboxes for marine, industrial, and mineral applications.

What Sets KPCL Apart from Competitors?

• Industry Leadership & Legacy: With over a century of expertise, KPCL has built a reputation for engineering excellence, innovation, and reliability.
• Largest Manufacturer in Key Segments: The company dominates the global market in ammonia-based refrigeration compressors, outperforming leading international brands.
• End-to-End Solutions for Oil & Gas: Unlike many competitors, KPCL provides customized solutions across the entire oil & gas value chain.
• Commitment to Quality & Innovation: The company focuses on delivering superior products that exceed customer expectations, ensuring long-term reliability.

The Unique Team Culture at Kirloskar Pneumatic

At Kirloskar Pneumatic, employees are at the heart of the company’s success. The organization firmly believes that a strong vision, mission, and value system are not just statements on the wall but guiding principles actively practiced in every aspect of business.

How KPCL Looks After Its Employees?

1. Empowerment Through Delegation

Kirloskar Pneumatic fosters a culture of trust and autonomy, ensuring that every employee has the freedom to operate and the space to grow. The company strongly believes that every individual has the potential to deliver—they just need the right environment to thrive.

2. Collaborative Decision-Making

The leadership at KPCL does not believe in top-down mandates. Instead, they:

✔Empower employees to take ownership of their decisions.
✔Encourage discussions and collective decision-making.
✔Provide guidance and add value rather than dictate solutions.

3. Values-Driven Work Environment

From employees to customers and suppliers, KPCL ensures that its core values are reflected in every interaction. This people-first approach has created a work culture where trust, responsibility, and innovation thrive.

Balancing Work, Life, and Passion

Maintaining a work-life balance in a high-demand leadership role is no easy feat, especially for professionals like Sanjay Grover, who spend nearly 15–20 days a month traveling. However, he acknowledges that the backbone of his success is the unwavering support of his family—his wife and children—who have played an indirect but crucial role in his journey.

How Sanjay Grover Strikes a Balance?

1. Prioritizing Quality Family Time

Despite a demanding schedule, he makes it a point to spend weekends with family and friends, ensuring there is breathing space to unwind before the next trip.

2. Embracing Personal Passions

Beyond work, cooking is one of his favorite hobbies. Whether experimenting in the kitchen or trying out new dishes, he finds joy and relaxation in the culinary arts. This combination of family time, social interactions, and personal hobbies helps him stay grounded, refreshed, and ready for the next business challenge.

A Legacy of Leadership and Growth

As a seasoned leader in international business, Sanjay’s journey at Kirloskar Pneumatic is a testament to strategic vision, persistence, and excellence. His role in expanding global markets, fostering a strong company culture, and ensuring innovation-driven growth highlights his commitment to making Kirloskar Pneumatic a preferred choice worldwide.

For aspiring business leaders, his advice is clear—resilience, agility, and gratitude are the pillars of long-term success. Sanjay strongly believes that those who embrace challenges, adapt to change, and remain grounded in respect and appreciation will thrive. Ironically, he is the most successful leader in his domain of Sales & Marketing, not only in the Kirloskar group but in the industry. In fact Sanjay is an inspiring role model for many young aspirants who want to build their career in this field.

Today, with a passion for engineering excellence and a leadership philosophy rooted in empowerment, Sanjay Grover continues to drive Kirloskar Pneumatic toward a future of global impact and industry leadership.

5 Key Leadership Takeaways from Sanjay Grover’s Leadership