Regional HVAC BDM

Position Summary

The Regional HVAC BDM role supports the execution of regional new business development by partnering with subsidiaries to drive business growth, strengthen project sales opportunities, and enhance customer engagement across Southeast Asia and Oceania. The role's core focus is expanding scope covering Applied / Central HVAC and Data Center cooling opportunities as the regional business grows with System Air Conditioning (VRF, light commercial and packaged solutions). The incumbent develops strategic customer and consultant relationships, improves sales visibility through pipeline management, and contributes to sales capability development. Working closely with cross-functional teams, the incumbent helps identify growth opportunities, supports strategic projects, and promotes sales excellence across the region.

Role and Responsibilities

• Support regional sales growth by identifying business opportunities and partnering with subsidiaries to develop strategic customer and project pipelines, with Applied / Central HVAC with System AC as the core product focus.
• Support various types of Data Center cooling proposal activities, focusing technical classification, solution positioning, and coordination with relevant product teams for mission-critical projects.
• Support Applied / Central HVAC opportunities (chillers, AHU, hydronic systems, controls) in collaboration with product and engineering teams.
• Provide technical sales support for key projects, including solution development, proposal support, and customer presentations.
• Build and maintain relationships with key customers, consultants, developers, contractors, and other industry stakeholders to expand business opportunities.
• Drive specification-in activities with M&E consultants and designers to position products at the design stage of key projects.
• Develop and deliver sales enablement materials, technical presentations, and training to strengthen sales capabilities across the region.
• Analyse market trends, competitive insights, and customer requirements to identify opportunities and recommend business growth strategies.

Skills and Qualifications

Experience, Skills & Qualifications Required

• Bachelor's Degree in Engineering, Business or a related discipline.
• Minimum 8+ years' experience in B2B sales, project sales, business development, or key account management, preferably within the System Air Conditioning (VRF / light commercial) or related HVAC and Building Solutions industry.
• Experience in Data Center cooling proposal or project sales, or familiarity with data center design concepts (redundancy, Tier standards, PUE) with various types of Data Center cooling solutions (air/liquid cooling).
• Solid understanding of Applied / Central HVAC project sales (chillers, AHU, hydronic systems, controls/BMS).
• Experience using CRM platforms (Salesforce) and sales reporting tools.
• Strong analytical, communication, presentation, and stakeholder management skills.
• Ability to influence and collaborate across cross-functional and multicultural teams.
• Willingness to travel across the Southeast Asia & Oceania region as required.

 

Preferred (Advantageous)

• Experience in System AC products, applications, and project sales processes.
• Experience supporting regional markets or working across multiple countries is an advantage.
• Experience in HVAC solution sales through BMS, and strong knowledge of HVAC/BMS Solutions level with the ability to explain technical features and benefits to clients.
• Experience in B2B integrated offering sales by vertical
• Experience in technical proposal / tender preparation and spec-in activities with M&E consultants and EPC contractors, including regional or multi-country coverage.

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