Product Marketing & Management - Specialist Professional

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 a regional bridge between global product strategy and local market execution, ensuring that the cooling portfolio remains competitive, relevant, and commercially successful across different zones.

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.

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.

• 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…