The Sales Manager will be responsible for driving business development, sales growth and customer development for the Data Center segment within the Power Systems Division across the assigned APAC markets.

The role will focus on identifying and developing data center opportunities, managing strategic customers and key accounts, developing relationships with data center operators, developers, EPC contractors, consultants, OEMs and system integrators and driving the sales process from opportunity identification through contract award.

The Sales Manager will work closely with the Operations Team to develop competitive solutions and ensure successful conversion and delivery of data center projects.

Key Responsibilities

Data Center Sales Strategy and Business Development

Develop and execute sales strategies for the Data Center segment in assigned APAC markets.
Identify target customers, projects, markets and business opportunities within the data center industry.
Develop and maintain a strong pipeline of data center projects from early-stage development through contract award.
Identify opportunities with data center operators, developers, investors, EPC contractors, consultants, OEMs, system integrators and other industry stakeholders.
Monitor data center market development, capacity expansion, investment trends, customer requirements and competitive activities.
Develop strategies to increase market penetration and win new business within the data center segment.
Support market-entry and expansion strategies for new countries and customer segments.

Customer and Key Account Management

Develop and maintain strong relationships with key data center customers and strategic accounts.
Build relationships with data center operators, developers, EPCs, consultants, contractors and other decision-makers involved in power infrastructure procurement.
Understand customer business strategies, project requirements, procurement processes, technical specifications and decision-making structures.
Develop account plans and customer engagement strategies for strategic accounts.
Lead regular customer meetings, business reviews, technical discussions and commercial negotiations.
Identify opportunities for repeat business, account expansion and long-term strategic partnerships.
Maintain a high level of customer satisfaction throughout the sales and project lifecycle.

Project Opportunity Development

Identify and qualify data center projects at an early stage, including project owner/developer, EPC/contractor, consultant, location, capacity, timeline, power requirements, procurement schedule, key decision-makers, competitor involvement and estimated business potential.
Track project development from planning and design through tender, negotiation, award and execution.
Establish appropriate engagement strategies for each project and customer.
Coordinate internally to ensure timely response to project enquiries, tenders, RFQs and commercial opportunities.
Maintain accurate sales pipeline and opportunity forecasts.

Solution Development and Technical Coordination

Work closely with Application Engineering to understand customer requirements and develop appropriate power system solutions.
Translate customer requirements and project specifications into commercially viable solutions.
Coordinate technical discussions with customers, consultants, EPCs and system integrators.
Support technical presentations, solution proposals, product demonstrations and customer workshops.
Ensure technical proposals are aligned with project specifications, applicable standards, customer requirements and commercial objectives.
Coordinate technical clarifications and ensure timely resolution of customer queries.

Tender, Proposal and Commercial Management

Lead the commercial aspects of data center tenders, RFQs and project proposals.
Coordinate with Application Engineering, Product, Finance and other relevant functions to prepare competitive proposals.
Review project specifications, commercial requirements, contractual conditions and pricing assumptions.
Develop pricing strategies in accordance with company and HQ guidelines.
Prepare and present commercial proposals to customers and business partners.
Lead commercial negotiations and support contract finalisation.
Ensure sales opportunities meet required revenue and margin objectives.
Maintain appropriate documentation and approval processes for major quotations and commercial commitments.

Sales Pipeline and Revenue Management

Develop and maintain an accurate sales pipeline for the Data Center segment.
Establish sales forecasts and regularly update opportunity status, probability, expected order intake and revenue timing.
Track sales performance against targets for orders, revenue and margin.
Provide regular sales reports and market updates to management.
Identify pipeline gaps and develop corrective actions to achieve sales targets.
Monitor project conversion rates and analyse reasons for wins and losses.
Work closely with Finance on revenue and margin forecasting where required.

Market and Competitor Intelligence

Monitor data center industry trends, investment activity, capacity expansion, customer requirements and technology developments.
Conduct market research and identify potential growth opportunities.
Monitor competitor products, pricing, positioning, channel strategies and project participation.
Develop market intelligence on major data center customers, developers, EPCs, consultants and competitors.
Provide actionable market insights to management, Product and Business Development teams.
Maintain up-to-date information on major data center projects and market opportunities.

Internal Coordination

Work closely with regional teams on strategic data center opportunities.
Coordinate with regional teams on product availability, technical solutions, pricing, commercial approvals and project requirements.
Communicate customer feedback and market requirements to Product and Engineering teams.
Ensure timely escalation and resolution of technical and commercial issues.
Coordinate with Project Management, Commissioning and Aftersales Service teams during project handover.
Maintain effective communication between customers and regional teams throughout the sales and project lifecycle.

Project Handover and Customer Support

Ensure effective handover of awarded projects from Sales to Project Management and Operations.
Provide the project team with complete customer, commercial, technical and contractual information.
Support Project Management and Engineering teams in resolving customer and commercial issues during project execution.
Maintain customer relationships throughout project delivery.
Identify opportunities for commissioning, service, parts, maintenance and other aftersales business.
Support long-term customer relationship development after project completion.

Business Development and Strategic Partnerships

Develop strategic partnerships with EPCs, consultants, system integrators, OEMs and other data center ecosystem partners.
Identify potential channel and partnership opportunities to expand market coverage.
Develop joint business opportunities and customer engagement initiatives with strategic partners.
Strengthen the company's position within the data center supply chain.
Participate in industry conferences, exhibitions, technical seminars and customer events to develop market relationships and opportunities.

Job Requirements

Bachelor's degree in Business, Engineering, Marketing or a related discipline.
Minimum 5 years of sales or business development experience, preferably within power generation, power systems, data centers, critical power, electrical infrastructure, industrial equipment or related industries.
Proven experience in Data Center sales and business development is strongly preferred.
Good understanding of data center infrastructure, power generation systems, standby/prime power solutions and critical power requirements.
Experience working with data center operators, developers, EPC contractors, consultants, OEMs, system integrators or electrical/mechanical contractors is an advantage.
Strong understanding of project-based B2B sales and long sales-cycle environments.
Experience managing tenders, RFQs, commercial proposals, pricing, negotiations and contract discussions.
Strong project opportunity identification and pipeline management skills.
Commercially driven with a strong understanding of revenue, pricing, margin and profitability.
Strong customer relationship, negotiation, presentation and communication skills.
Ability to understand technical requirements and communicate effectively with engineering and technical teams.
Strong analytical and market intelligence capabilities.
Able to work independently while collaborating effectively with regional, engineering, project management and service teams.
English proficiency is required; Mandarin is an advantage for communication with HQ and Chinese-speaking stakeholders.
Willingness to travel across APAC as required.

Sales Manager, Power Systems Division (Data Centre)