Job Purpose
The Regional Business Development Manager, Cooling is responsible for driving the strategic growth, market development, and commercial success of the cooling portfolio across International Operations. This role adapts global offer strategies to regional market conditions, defines and deploys regional go-to-market plans, strengthens portfolio positioning, and enables sales teams and Zone BDMs to accelerate business performance. The role acts as the regional bridge between global product strategy and local market execution, ensuring that the cooling portfolio remains competitive, relevant, and commercially successful across different zones. The position is a senior individual contributor role with significant influence on regional business outcomes through strategy execution, market insight, enablement, and cross-functional leadership.
This role works in a matrix organization partnering closely with Zone BDMs, sales teams, marketing, pricing, offer management, and Line of Business leaders. The Regional BDM provides leadership through influence, alignment, and capability building while Zone teams remain the primary owners of local execution.
Job Summary
As a Senior Principal Local Regional Product Manager aligned to cooling business development the role is accountable for adapting global cooling strategies to regional market needs, leading regional offer commercialization, supporting pricing and positioning decisions, and ensuring portfolio health in terms of growth, profitability, and competitiveness. The role requires a recognized subject matter expert who can work on complex business matters, interpret ambiguous market signals, develop recommendations, and guide teams on commercial priorities. The role combines strategic thinking, market insight, offer expertise, and execution discipline to improve sales, profitability, customer impact, and adoption of cooling solutions across the region.
Key Responsibilities
- Regional strategy & business planning
- Adapt global cooling strategy to International Operations markets.
- Define regional growth plan.
- Align priorities, sales ambition, and execution plans across Zones.
- Deploy campaigns, launches, and strategic initiatives with Zone BDMs and sales teams.
- Track business performance, budget effectiveness, and year on year evolution.
- Go to market & commercialization
- Define and execute regional go-to-market for the cooling portfolio.
- Drive positioning, messaging, and value proposition for differentiation.
- Support offer commercialization from launch through adoption and optimization.
- Ensure consistent regional execution with zone flexibility.
- Market intelligence & competitiveness
- Research customer needs, trends, white spaces, and offer gaps.
- Provide market feedback to Product Owners and Global PMs to influence roadmap.
- Monitor competitors, translate insights into actions on positioning, pricing, and offer evolution.
- Portfolio health & pricing
- Bachelor's degree in Engineering, Business, Marketing, or related discipline.
- MBA or equivalent business qualification (preferred).
- Product management, business development, offer management, or commercial leadership (significant experience).
- Cooling technologies domain knowledge (data center / critical infrastructure / thermal management).
- Regional or multi-country role experience in a matrix organization.
- Work with sales teams, partners, consultants, and strategic customers.
- Commercialization, market development, and cross-functional alignment track record.
Knowledge, Skills & Competencies
- Regional offer / BD expertise: Deep experience in regional product management and business development.
- Commercial acumen: Go-to-market, pricing, positioning, and portfolio health understanding.
- Strategy-to-execution: Translate global strategy into practical regional execution plans.
- Influencing & stakeholder management: Lead through influence in a matrix; align cross-functional teams.
- Analytics & insight: Derive actionable insights from market and performance data.
- Comfort with ambiguity: Work effectively with incomplete signals; develop practical recommendations.
- Communication & enablement: Strong facilitation, storytelling, and capability building.
- Strategic mindset & delivery discipline: Balance long-term direction with rigorous execution and follow-through.
Key Performance Indicators
- Growth: Cooling revenue growth versus target.
- Pipeline: Pipeline creation, quality, and conversion.
- Profitability & competitiveness: Portfolio profitability and competitive positioning.
- Launch & GTM execution: Adoption and success of launches and regional GTM initiatives.
- Partners: Partner ecosystem expansion and effectiveness.
- Strategic deals: Contribution to large strategic deal wins.
- Enablement impact: Quality and impact of sales enablement and product expertise support.
- Market feedback: Market feedback quality and influence on roadmap decisions.
Internal / External Interfaces
- Internal: Zone Business Development Managers; Country Sales Teams; Regional Sales Leadership; Line of Business / Global Product Management; Pricing; Marketing; Offer Management / Enablement Teams.
- External: Customers; Consultants; EPCs; Channel Partners; System Integrators; Alliance Partners.
Travel
International travel required based on business priorities and zone engagement needs.
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