US Market Development Director - Data Center/Thermal Management

Castrol is hiring a US Market Development Director to drive growth of its Thermal Management business across the US and the Americas. The role leads sales and business development, market intelligence, strategic partnerships, and go-to-market initiatives, while supporting new products, offers, and services.

Responsibilities:

• Accountable for delivering annual revenue, gross margin, and profitability targets, ensuring sustainable business growth and market share expansion
• Lead the US commercial team, enabling the team to unlock its full potential
• Build, manage, and maintain a robust business development pipeline, ensuring consistent opportunity generation, qualification, conversion, and long-term revenue visibility
• Design and implement effective route-to-market strategies, including direct sales, channel, partnership, and ecosystem models, to maximize market reach and commercial performance
• Develop, enable, and manage strategic channel partners, distributors, system integrators, and ecosystem partners to accelerate growth and strengthen Castrol’s market position
• Lead sales planning, forecasting, and performance tracking, ensuring alignment of commercial targets with budget, resource, and capability requirements
• Define future market needs and support the introduction of new products, solutions, services, and business models across thermal management fluids, engineering services, hardware, software, and adjacent offerings
• Build strong customer and industry relationships, translating market insights into actionable growth opportunities and influencing strategic business direction

Requirements:

• Demonstrated experience in sales of data center infrastructure, hardware, or service solutions (5+ years)
• At least 10 years of experience in commercial roles focused on generating growth within offer development, commercial development, or business development in a corporate or start-up setting
• Strong networker with existing networks in the US hyperscale, colocation, and data center infrastructure market
• Proven experience in developing strategic customer accounts, senior executive relationships, channel partnerships, and ecosystem collaborations across diverse and evolving market landscapes
• Strong commercial and financial acumen spanning business strategy, pricing, profitability, contract negotiation, risk management, forecasting, working capital optimization, and business case development
• Ability to translate customer requirements into commercially viable solutions by aligning technical, operational, and business capabilities, while effectively mobilizing cross-functional global teams in a matrix organization
• Exceptional communication, negotiation, influencing, and stakeholder management skills, with the ability to navigate ambiguity, balance competing priorities, and drive alignment among senior decision-makers
• Track record of delivery, bringing new concepts or offers to customers or driving change in an organization
• Experience in managing small, high-performance teams