Strategy Director, Business Development and Commercial Excellence, RLCS, North Asia

Job Overview

We are seeking a senior strategic leader to lead strategy, business development (vertical channel development) and commercial excellence for our RLCS business across North Asia. This role will drive new strategy transformation of RLCS, new business and vertical channel development, sales and profitable market share expansion and optimize commercial capabilities across multiple business channels and brands.

Key Responsibilities

1. China Strategy Development & Execution (RLCS)

• Develop and implement a 3–5 year China strategy execution plan aligned with P&L  goals for RLCS  products and solutions, focusing on market expansion, revenue growth, profitability, and differentiation in residential and small-to-medium light commercial segments.
• Lead key strategic projects including new market entry, where to play choices strategy and how to win action plans behind the product portfolio optimization, light commercial solution innovation, and business model upgrades
• Collaborate with R&D, product team, marketing, sales, and after-sales teams to ensure smooth execution of regional strategy. Track project milestones, use financial modeling to evaluate business impact (ROI, market share growth), and adjust strategies dynamically.

2. Vertical Channel Management & Ecosystem Development

• Develop and execute a China channel strategy and execution plan focused on high-potential verticals: non-home, schools & hospitals, small commercial buildings, property management, retrofit new business, home improvement retail, and light commercial integrators.
• Build and scale a strong partner ecosystem including distributors, certified installation contractors, resellers, smart home partners, and light commercial solution integrators. Manage end-to-end partner lifecycle
• Drive joint go-to-market plans with key partners, including co-marketing for residential and joint bidding for light commercial projects, to expand coverage and penetration.
• Monitor channel performance metrics including partner-driven revenue, market share, customer satisfaction with IoT systems, and pipeline conversion.
• Act as a strategic advisor to channel partners, resolve operational and technical issues, and align partner goals with company RLCS .

3. Commercial Excellence for RLCS Light Commercial Business

• Lead & commercial excellence programs across multiple brands  to improve sales effectiveness, pricing strategy, customer segmentation, and go-to-market models for both RLCS  solutions.
• Optimize commercial processes including sales, marketing, installation coordination, and after-sales service to improve efficiency, reduce costs, and enhance customer experience for RLCS.
• Design and implement performance dashboards and KPIs tailored to RLCS business, such as unit sales volume, project win rates, customer retention, and maintenance service revenue.
• Drive data analytics to support customer acquisition, retention, and cross-selling of HVAC and light commercial products and services.
• Support quota setting, sales incentive design, and performance management for HVAC and light commercial sales and solution teams.

4. Integration Project Lead and Team Leadership & Stakeholder Management

• Act as the key coordinator to coordinate, Develop and Execute a integration project across functions to include Viessmann business and organization into the core Carrier/Toshiba organization
• Propose, Decide and Implement the integration approach and communication of the VCS organization
• Lead and develop a high-performing regional team covering strategy, commercial excellence, and new business management
• Provide coaching, mentorship, and performance management to build accountability and expertise in RLCS
• Serve as the key strategic contact for global and regional leadership on North Asia RLCS strategy, channel performance, and market trends.
• Represent the RLCS in cross functions coordination and supports North Asia organization projects (eg forecasting and manufacturing and distribution footprint, advocate for local market needs, and adapt global strategies to fit North Asia’s regulatory and competitive environment.

Key Requirements & Qualifications

• Master’s degree (MBA preferred) in Business, Strategy, Marketing, or related field; bachelor’s degree in Mechanical Engineering, Building Science, or equivalent with extensive leadership experience may be considered.
• 10+ years of senior leadership experience in strategy, commercial excellence, or vertical channel management with a focus on North Asia markets and HVAC / Residence Light Commercial industry.
• Proven track record of driving revenue growth, market expansion, and strategy execution for RLCS or building solutions in China.
• Deep experience in vertical channel development, partner ecosystem building, and channel program design for RLCS and light commercial businesses.
• Strong commercial acumen in sales effectiveness, pricing, GTM optimization, and financial analysis for RLCS and light commercial products.
• Ability to lead cross-functional teams and influence global stakeholders in a matrix organization.
• Experiences and exposures with Integration projects, companies and brands are preferred
• In-depth understanding of North Asia market dynamics, regulations, and competition in RLCS and light commercial sectors.
• Excellent English communication skills; proficiency in Mandarin s a strong plus.
• Strong strategic thinking, data-driven decision-making, leadership, and adaptability in a fast-paced industry.

Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.