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.

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