HVAC Service Repair (Upgrades) Leader

The South-East Asia Service (Replacement & Upgrades) Lead is an individual contributor who will spearhead the go-to-market strategy and commercial execution for like-for-like replacements (SRM) and high-value upgrade solutions across the region. This includes activities like chiller overhauls, VFD upgrades, PIC 6 upgrades amongst others. Working cross-functionally with country service sales teams, engineering, operations and others, the role will systematically convert install base intelligence into qualified pipeline, enable technical selling capability, and drive above market growth in SRM and upgrades orders.

Go-to-Market Strategy

• Develop and maintain a SEA install base targeting framework to prioritise SRM and upgrade opportunities by country, site, equipment type, age and revenue potential.
• Define regional GTM playbooks for each upgrade category (e.g. chiller overhaul, VFD upgrades, etc.), including target customer profiles, entry triggers, and value propositions.
• Track and report upgrade pipeline health by country, providing forward visibility to leadership on opportunity coverage and conversion.

Commercial & Customer Engagement

• Partner with country sales teams to qualify, progress, and close SRM and upgrade opportunities — acting as the regional specialist resource (indirect order accountability).Lead customer-facing technical engagements for major upgrade projects, articulating energy savings, lifecycle cost, and reliability value propositions.
• Support account reviews and strategic customer meetings by bringing upgrade opportunity analysis and ROI framing.

Technical Support & Quoting

• Provide sizing, scoping, and technical configuration support for upgrade and SRM proposals across the region.
• Ensure quote quality and competitive positioning, working with product and engineering teams where required.
• Build and maintain a library of standard upgrade configurations, scopes of work, and customer-facing proposal templates.

Sales Capability Building

• Design and deliver structured upskilling programmes for country service sales teams on SRM and upgrades — covering opportunity identification, value selling, and technical fundamentals.
• Establish repeatable tools and job aids (pitch decks, objection handlers, ROI calculators) to enable independent selling over time.
• Monitor capability progress through competency assessments and pipeline activity, coaching individuals as needed.

Summary
This position is for a recognized master in Business Development, who identifies internal and external strategic issues, guides financial modeling, synthesizes trend data, and evaluates growth opportunities. Directs the planning and preparation of business proposals.

Job Description

• Identifies internal and external strategic issues which could affect growth and profitability to help develop long-range objectives and strategic plans for the corporation or a major division.
• Guides the financial modeling for representing and predicting various business strategies to drive the implementation of strategies and initiatives.
• Synthesizes current business intelligence or trend data, makes recommendations for actions, and provides market insights.
• Monitors and evaluates the external environment for financial growth opportunities.
• Supports the oversight of a business development project team which evaluates, analyzes, and formulates strategies to lead business growth.
• Directs the planning and preparation of business proposals, and makes recommendations to senior management to drive strategic decision making.

Minimum Requirements

• Requires expert to mastery knowledge obtained through advanced education, combined with experience
• Advanced knowledge of related disciplines within work area and able to identify links and potential impact on projects, programs and systems
• University Degree or equivalent
• A minimum of 10 years prior relevant experience
• An advanced degree in a related field and a minimum of 7 years experience