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 (compact): Area Key outcomes / deliverables 1) 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.
2) 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.
3) 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.
4) 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.
5) 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.
6) 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.
7) 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.
8) 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 - 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 (compact) Core capability What it looks like 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 (compact) KPI area Measure Growth Cooling revenue growth vs 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 (compact) 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.
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. The regional coordination and Zone execution model reflected here is aligned to your uploaded role proposal.
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150 000+ employees in 100+ countries
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Responsibilities
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 (compact): Area Key outcomes / deliverables 1) 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.
2) 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.
3) 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.
4) 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.
5) 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.
6) 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.
7) 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.
8) 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.
