Thermal Management ANZ Market Development Manager

Castrol; Sydney; On-site; AUD 120,000 - 160,000; Full time

Job summary

Castrol is seeking a strategic business development leader to own ANZ growth in thermal management for data centres, building a qualified pipeline and delivering revenue, margin and forecast targets.

You will identify opportunities across greenfield and brownfield projects, build senior customer relationships, lead commercial discussions with cross‑functional teams, and advocate Castrol’s cooling solutions at industry events.

Qualifications

• Bachelor’s degree in engineering, business, science, data centre infrastructure or a related discipline.
• At least five years’ experience in business development, strategic account management or technical sales.
• Strong commercial judgement, negotiation and stakeholder management skills.
• Initiative to work independently across a large territory while maintaining sound pipeline, forecasting and CRM practices.
• Experience in data centres, liquid cooling, HVAC, industrial fluids, mechanical services, thermal management or critical infrastructure is an advantage.
• Familiarity with direct-to-chip and immersion cooling, rear-door heat exchangers, CDU systems, OCP/ASHRAE guidance, or tender and commissioning processes is beneficial.
• Strategic thinking, customer focus, clear technical communication, relationship-building, influencing skills, resilience and a collaborative approach.

Responsibilities

• Develop and deliver the ANZ growth strategy for thermal management, building a qualified pipeline and achieving revenue, margin and forecast targets.
• Identify, qualify and convert opportunities across greenfield and brownfield data centre projects.
• Build senior relationships with customers and ecosystem partners, positioning Castrol as a strategic partner from design and specification through commissioning and operations.
• Lead commercial discussions and support negotiations and contract execution with legal, finance and supply chain teams.
• Identify opportunities to grow customer relationships through fluid analysis, monitoring, commissioning, refill equipment and lifecycle support.
• Work with technical, product and engineering teams on customer solutions, presentations, workshops, tenders and demonstrations.
• Explain the operational, performance and sustainability benefits of liquid cooling, and support customers with fluid selection, maintenance, commissioning and risk mitigation.
• Represent Castrol at relevant industry events and forums; build relationships with operators, consultants, design engineers, contractors, OEMs, CDU manufacturers and cooling technology providers.
• Track market trends, customer needs, regulatory developments, competitors and partnership opportunities, sharing useful intelligence with regional and global leadership.
• Collaborate across sales, marketing, product management, operations and technical services to align customer proposals with Castrol’s capabilities and risk requirements.

Skills

Strategic thinking

Customer focus

Clear technical communication

Relationship-building

Influencing skills

Resilience

Collaborative approach

5+ years experience in BD/SA/technical

Education

Bachelor’s degree in engineering, business, science, data centre infrastructure or related

Job description

Castrol is one of the world’s leading lubricant brands, serving customers and consumers in the automotive, marine, industrial and energy sectors. Castrol brands are recognised globally for their premium quality and high performance, shaped by the company’s commitment to innovation and cutting‑edge technology. With products sold in more than 150 countries, Castrol has helped keep things moving on roads and racetracks, air, sea, and space for over 125 years.

Whether you're just starting out or ready for your next big move, you're in the right place to explore an exciting career with Castrol.

Job Description

• Develop and deliver the ANZ growth strategy for thermal management, building a qualified pipeline and achieving revenue, margin and forecast targets.
• Identify, qualify and convert opportunities across greenfield and brownfield data centre projects.
• Build senior relationships with customers and ecosystem partners, positioning Castrol as a strategic partner from design and specification through commissioning and operations.
• Lead commercial discussions and support negotiations and contract execution with legal, finance and supply chain teams.
• Identify opportunities to grow customer relationships through fluid analysis, monitoring, commissioning, refill equipment and lifecycle support.
• Work with technical, product and engineering teams on customer solutions, presentations, workshops, tenders and demonstrations.
• Explain the operational, performance and sustainability benefits of liquid cooling, and support customers with fluid selection, maintenance, commissioning and risk mitigation.
• Represent Castrol at relevant industry events and forums; build relationships with operators, consultants, design engineers, contractors, OEMs, CDU manufacturers and cooling technology providers.
• Track market trends, customer needs, regulatory developments, competitors and partnership opportunities, sharing useful intelligence with regional and global leadership.
• Collaborate across sales, marketing, product management, operations and technical services to align customer proposals with Castrol’s capabilities and risk requirements.

Experience Required

• A bachelor’s degree in engineering, business, science, data centre infrastructure or a related discipline.
• At least five years’ experience in business development, strategic account management or technical sales, with a record of converting solution-based opportunities.
• Strong commercial judgement, negotiation and stakeholder management skills, including the ability to engage senior technical, commercial and executive audiences.
• The initiative to work independently across a large territory while maintaining sound pipeline, forecasting and CRM practices.
• Experience in data centres, liquid cooling, HVAC, industrial fluids, mechanical services, thermal management or critical infrastructure is an advantage.
• Familiarity with direct-to-chip and immersion cooling, rear-door heat exchangers, CDU systems, industry guidance such as OCP and ASHRAE, or tender and commissioning processes is also beneficial.
• You’ll bring strategic thinking, customer focus, clear technical communication, relationship‑building, influencing skills, resilience and a collaborative approach.

Privacy

The Castrol entity recruiting for this role is the data controller for the personal information you provide. We use it to assess your application and to manage the recruitment and onboarding process. We may share it with service providers who support our recruitment, and it may be transferred to other Castrol entities internationally under appropriate safeguards. We keep it only for as long as necessary. For details of how we use your information and your data protection rights, contact [e-mail].

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to Castrol recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.).

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre‑placement drug screening, medical review of physical fitness for the role, and background checks.