Supports regional B2B HVAC sales growth across Southeast Asia and Oceania by developing project pipelines, providing technical and commercial proposal support, managing customer and consultant relationships, driving product specification, and improving CRM forecasting and reporting. The role also supports Applied/Central HVAC and data center cooling opportunities, delivers sales enablement and training, analyzes market trends, and collaborates with subsidiaries and cross-functional teams on strategic projects.
Position Summary
The Regional Sales (SAC) role supports the execution of regional sales strategies 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 System Air Conditioning (VRF, light commercial and packaged solutions) project sales, with an expanding scope covering Applied / Central HVAC and Data Center cooling opportunities as the regional business grows. The incumbent provides commercial and technical sales support, 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 System AC as the core product focus.
- Provide commercial and technical sales support for key projects, including solution development, proposal support, and customer presentations.
- Support Applied / Central HVAC opportunities (chillers, AHU, hydronic systems, controls) in collaboration with product and engineering teams, contributing to total system solution proposals where required.
- Support Data Center cooling proposal activities, including technical clarification, solution positioning, and coordination with relevant product teams for mission-critical projects.
- 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.
- Monitor and support sales pipeline management, forecasting, CRM data quality, and reporting to improve sales visibility and business performance.
- Collaborate with regional and subsidiary teams to execute sales initiatives, product launches, and strategic customer engagement activities.
- 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.
- Support regional business reviews, sales planning activities, and continuous improvement initiatives to enhance sales effectiveness.
Skills and Qualifications
- Bachelor's Degree in Engineering, Business, Marketing 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 supporting regional markets or working across multiple countries is an advantage.
- Solid understanding of System AC products, applications, and project sales processes is essential.
- Strong understanding of project sales, solution selling, and customer relationship management.
- 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 Applied / Central HVAC project sales (chillers, AHU, hydronic systems, controls/BMS).
- Experience in Data Center cooling proposal or project sales, or familiarity with data center design concepts (redundancy, Tier standards, PUE, liquid cooling trends).
- 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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