Commercial Leader Australia & NewZeland

The Country Commercial Leader – Australia & NewZealand (ANZ) is responsible for driving profitable growth and operational excellence across multiple industrial sectors including Data Centers, Oil & Gas, Power, Transportation, F&B and HVAC for heat exchanger and thermal management solutions.

This role provides strategic direction and hands-on leadership to the ANZ sales and service organization, managing direct teams and channel partners while owning outcomes for Order Intake, Gross Margin, and Year-on-Year Growth.

The incumbent will collaborate closely with local and global Operations, Product Line Management, Technology, and Supply Chain functions to ensure seamless execution, competitive positioning, and customer satisfaction. This role is pivotal in driving aftermarket growth, customer lifecycle value, and operational excellence for Kelvion’s advanced heat exchanger technologies. Candidate will be driving service business growth for Kelvion’s advanced heat exchanger technologies ranging from Data Centre Solutions, Plate Heat Exchangers (PHEs), Fin-Tube, Dry cooler exchangers and Air Cooler solutions—tailored to diverse thermal processing needs. The ideal candidate will combine technical excellence, strong business acumen, and deep market insight to establish Kelvion as the go-to thermal solutions provider in these fast-evolving industries.

OVERALL OBJECTIVE OF ROLE

To develop, lead, and execute a comprehensive go-to-market and service strategy for ANZ that achieves growth, strengthens customer partnerships, and delivers consistent profitability — through effective leadership, strategic selling, and cross-functional collaboration.

RESPONSIBILITIES & DUTIES

Country Commercial Leadership

• Develop and execute national sales and service strategies to achieve annual Order Intake, Gross Margin, and Growth targets.
• Lead and coach a high-performing team of sales directors, managers, and channel partners.
• Drive strategic and consultative selling, focusing on solution-based and long-cycle industrial opportunities.
• Demonstrate hands-on experience with direct selling, customer engagement, and complex deal negotiation.
• Manage and expand channel partner networks, ensuring performance alignment and regional market coverage.
• Build strong relationships with EPCs, OEMs, and key accounts to secure recurring and new business.

Cross-Functional Collaboration

• Work closely with local and global Operations to align customer commitments with production and delivery capabilities.
• Collaborate with Product Line and Technology teams to provide market insights, influence product roadmap, and develop customer-specific thermal solutions.
• Partner with Supply Chain and Procurement to ensure cost competitiveness, delivery performance, and supply reliability.
• Support Finance, Service, and Engineering in commercial governance, margin improvement, and lifecycle value creation.

Strategy & Execution

• Translate regional objectives into actionable ANZ business plans with measurable KPIs.
• Drive sales funnel management, CRM accuracy, and forecast reliability.
• Identify emerging trends, competitive dynamics, and new market opportunities.
• Support pricing discipline, commercial governance, and value-based selling initiatives.
• Ensure compliance with corporate policies, local regulations, and ethical standards.

Service & Customer Excellence

• Lead the service and aftermarket business to deliver superior customer experience.
• Expand service offerings, retrofits, and maintenance contracts to strengthen recurring revenue streams.

People Leadership

• Build and nurture a high-performance culture emphasizing accountability, collaboration, and growth.
• Develop succession pipelines, training programs, and career progression paths for sales and service personnel.
• Promote organizational alignment, inclusion, and teamwork across all levels.

KEY PERFORMANCE INDICATORS

• Annual Order Intake and Gross Margin Achievement
• New Market / Segment Development
• Channel Partner Performance and Expansion
• Customer Retention and Service Satisfaction
• Regional revenue and Market Share Growth
• CRM Pipeline Quality and Forecast Accuracy
• Cross-Functional Collaboration Effectiveness
• Employee Engagement and Retention

REQUIREMENTS (KNOWLEDGE, SKILLS & ABILITIES)

•  Proven strategic selling expertise with a strong record of success in complex industrial solution sales.
• Hands-on direct selling experience with EPCs, OEMs, and key industrial customers in ANZ.
• Demonstrated capability in channel management, including selection, development, and performance oversight.
• Strong collaboration skills with operations, product, technology, and supply chain functions to drive cross-functional results.
• In-depth knowledge of the ANZn industrial landscape — particularly in Data Center, Oil & Gas, Power, HVAC, F&B and Transportation sectors in ANZ.
• Strong business acumen, commercial negotiation, and P&L understanding.
• Excellent communication, leadership, and influencing skills.
• CRM proficiency (e.g., Salesforce, Dynamics) and strong analytical ability.
• Willingness to travel across ANZ (up to 50%).

EDUCATION AND EXPERIENCE (required levels)

• Bachelor’s degree in Mechanical or Chemical Engineering (Master’s degree preferred).
• 10–15 years of progressive leadership experience in industrial B2B sales, with at least 5 years managing teams and channels.
• Demonstrated track record in driving profitable growth for heat exchangers, process equipment, or thermal systems.

At Kelvion we thrive on collaboration, embracing diversity of thought, and valuing every voice. Within Kelvion creativity shines because people are listened to, their contributions recognised, and their ideas welcomed. Our flexible approach to the way we work places people’s health and satisfaction as a priority, enhancing engagement and fostering career opportunities. We empower engaged individuals to grow, progress and carve their own paths within the company. 

Together, We Shape the Future