[Hiring] US Market Development Director @Castrol

Role Description

The US Market Development Director is responsible for identifying, developing, and executing growth opportunities for Castrol’s Thermal Management business across the US and the Americas. The role drives sales and business development, market intelligence, strategic partnerships, and go-to-market initiatives to accelerate adoption of Castrol’s thermal management solutions.

• 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.

Qualifications

• 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.
• Exceptional communication, negotiation, influencing, and stakeholder management skills.
• Track record of delivery, bringing new concepts or offers to customers or driving change in an organization.
• Experience in managing small, high-performance teams.

Requirements

• Ability to effectively mobilize cross-functional global teams in a matrix organization.

Benefits

• Salary range: $180,000 — $220,000 USD.
• Additional market competitive benefits.