Product Marketing & Management - Specialist Professional

About the Role
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.

As a senior individual contributor, 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. This position 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.

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 / Global PMs to influence roadmap.
  • Monitor competitors; translate insights into actions on positioning, pricing, and offer evolution.

• Portfolio Health & Pricing

  • Manage portfolio health: sales growth, profitability, offer breadth, customer relevance.
  • Support pricing alignment and value‑based positioning with pricing and sales teams.
  • Recommend actions to improve win rate, margin, and segment performance.
  • Balance growth with long‑term sustainability.

• Sales Enablement & Expertise

  • Act as regional cooling subject matter expert for Zones and stakeholders.
  • Support customer engagement, specification influence, and opportunity development.
  • Design and deploy enablement for sales teams, partners, and stakeholders.
  • Coach zone teams on segmentation, coverage, and best practices.

• Strategic Deal Support

  • Support large, complex, strategic cooling opportunities.
  • Shape opportunities: value proposition, portfolio fit, competitive positioning, commercial guidance.
  • Improve outcomes via proactive major‑deal engagement and funnel quality reviews.

• Partner & Ecosystem Development

  • Develop partner ecosystem: channel alignment, alliances, partner expansion.
  • Grow ecosystem programs and prescription initiatives to increase coverage and influence.
  • Improve partner-led opportunity development reach, capability, and quality.

• Governance & Cross-Functional Alignment

  • Ensure structured reporting, forecasting, and performance visibility.
  • Run win/loss and pipeline insights to improve execution quality.
  • Interface between regional teams and Line of Business for transparency and prioritization.
  • Collaborate with marketing, sales, pricing, and offer management to accelerate success.

Education

• Bachelor’s degree in Engineering, Business, Marketing, or related discipline.
• MBA or equivalent business qualification (preferred).

Experience

• Significant experience in product management, business development, offer management, or commercial leadership.
• Domain knowledge of cooling technologies (e.g., data center, critical infrastructure, thermal management).
• Experience in a regional or multi‑country role within a matrix organization.
• Skilled in working with sales teams, partners, consultants, and strategic customers.
• Proven track record in commercialization, market development, and cross‑functional alignment.

Knowledge, Skills & Competencies

• Regional Offer / BD Expertise: Deep experience in regional product management and business development.
• Commercial Acumen: Understanding of go‑to‑market, pricing, positioning, and portfolio health.
• Strategy-to-Execution: Ability to translate global strategy into practical regional execution plans.
• Influencing & Stakeholder Management: Proven ability to lead through influence and align cross‑functional teams.
• Analytics & Insight: Capacity to derive actionable insights from market and performance data.
• Comfort with Ambiguity: Ability to work effectively with incomplete signals and develop practical recommendations.
• Communication & Enablement: Strong skills in facilitation, storytelling, and capability building.
• Strategic Mindset + Delivery Discipline: Skill in balancing long-term direction with rigorous execution and follow‑through.

Key Performance Indicators

• Cooling revenue growth vs. target.
• Pipeline creation, quality, and conversion.
• Portfolio profitability and competitive positioning.
• Adoption and success of launches and regional GTM initiatives.
• Partner ecosystem expansion and effectiveness.
• Contribution to large strategic deal wins.
• Quality and impact of sales enablement and product expertise support.
• Quality of market feedback and its 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 is required based on business priorities and zone engagement needs.

Success Profile
The ideal candidate is a recognized subject matter expert who combines regional product leadership, commercial acumen, and execution enablement. The role requires a person who can influence across functions, guide zone teams, improve portfolio performance, and bridge global offer intent with regional customer and market realities.

Why This Role Matters
This role is critical to ensuring that the cooling portfolio is not only available in the region, but also commercially successful, competitively positioned, well-enabled, and aligned to market demand. Through strong regional leadership, the role helps translate product strategy into measurable business growth across International Operations.

Rewards Designed For You
Our Total Rewards framework is our way of saying: We see you and we value you. It is a meaningful investment in you that is designed to help you perform, grow, feel safe, and elevate your potential. The package supports you in caring for yourself and your family, planning your future, growing your skills and career, collaborating in an inclusive workplace, and contributing to your community.

Country-specific programs and initiatives may be available.

Looking to Make an IMPACT with Your Career?
When you join a new team, culture matters. Our values and behaviors are the foundation for creating a supportive culture for business success. We believe that our IMPACT values – Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork – start with us.

Our ambition is to connect your career with the goal of achieving a more resilient, efficient, and sustainable world. We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one.

Become an IMPACT Maker – apply today!