Thermal Management ANZ Market Development Manager

Key Tasks

• Develop and deliver the ANZ growth strategy for thermal management, building a qualified pipeline and achieving revenue, margin and forecast targets.
• Identify, qualify and convert opportunities across greenfield and brownfield data centre projects.
• Build senior relationships with customers and ecosystem partners, positioning Castrol as a strategic partner from design and specification through commissioning and operations.
• Lead commercial discussions and support negotiations and contract execution with legal, finance and supply chain teams.
• Identify opportunities to grow customer relationships through fluid analysis, monitoring, commissioning, refill equipment and lifecycle support.
• Work with technical, product and engineering teams on customer solutions, presentations, workshops, tenders and demonstrations.
• Explain the operational, performance and sustainability benefits of liquid cooling, and support customers with fluid selection, maintenance, commissioning and risk mitigation.
• Represent Castrol at relevant industry events and forums; build relationships with operators, consultants, design engineers, contractors, OEMs, CDU manufacturers and cooling technology providers.
• Track market trends, customer needs, regulatory developments, competitors and partnership opportunities, sharing useful intelligence with regional and global leadership.
• Collaborate across sales, marketing, product management, operations and technical services to align customer proposals with Castrol’s capabilities and risk requirements.

Experience Required 

• A bachelor’s degree in engineering, business, science, data centre infrastructure or a related discipline.
• At least five years’ experience in business development, strategic account management or technical sales, with a record of converting solution-based opportunities.
• Strong commercial judgement, negotiation and stakeholder management skills, including the ability to engage senior technical, commercial and executive audiences.
• The initiative to work independently across a large territory while maintaining sound pipeline, forecasting and CRM practices.
• Experience in data centres, liquid cooling, HVAC, industrial fluids, mechanical services, thermal management or critical infrastructure is an advantage.
• Familiarity with direct-to-chip and immersion cooling, rear-door heat exchangers, CDU systems, industry guidance such as OCP and ASHRAE, or tender and commissioning processes is also beneficial.
• You’ll bring strategic thinking, customer focus, clear technical communication, relationship-building, influencing skills, resilience and a collaborative approach.