Regional Online Sales Manager (HVAC)

Position Summary

The Regional HVAC Online Sales Manager will define, execute, and scale the online sales strategy for HVAC products across Southeast Asia and Oceania (SEAO).

This role bridges digital commerce and technical sales. You will oversee online direct-to-market channels, B2B e-commerce partner portals, and third-party digital marketplaces, driving revenue growth while strengthening digital integration with regional distributors, contractors, and commercial partners.

Role and Responsibilities

1.      Strategic Digital Growth & E-Commerce Execution

• Develop and implement multi-country online sales strategies tailored to market readiness in SEA (e.g., Singapore, Vietnam, Thailand, Indonesia, Malaysia, Philippines) and Oceania (Australia, New Zealand).
• Manage P&L responsibility for regional online sales revenue, gross margin targets, and digital customer acquisition.
• Expand digital presence across B2B e-commerce portals, distributor web storefronts, and major regional marketplaces (e.g., Lazada, Shopee, Amazon, specialized industrial B2B platforms).

 

2.      Channel Partner & B2B Integration

• Partner with regional distributors, contractors, and AC specialist channels to onboard them onto proprietary digital commerce platforms.
• Streamline online buyer journeys for trade contractors, facility managers, and dealers—simplifying digital quotes, spare parts lookup, unit selection, and reordering.
• Maintain pricing integrity and mitigate channel conflict between traditional offline sales reps, regional distributors, and online channels.

 

3.      Commercial & Digital Marketing Alignment

• Drive targeted demand-generation campaigns (SEO/SEM, LinkedIn B2B advertising, and email marketing).
• Ensure technical specification sheets, user manuals, and energy compliance documentation are localized and accurate across all digital platforms.
• Plan digital promotional calendars, product bundling (e.g., AC, heat pumps, control accessories, installation kits), and seasonal campaign initiatives.

 

4.      Operations, Pricing & Fulfilment Governance

• Coordinate with subsidiary supply chain and logistics teams to ensure stock availability, order tracking, and reliable delivery for online buyers.
• Oversee online pricing architectures and discount matrix governance.
• Monitor returns, online customer feedback, and response SLAs for technical sales inquiries.

 

5.      Analytics & Market Intelligence

• Track key e-commerce metrics including Conversion Rate, Average Order Value (AOV), Customer Lifetime Value (LTV), and Platform Adoption.
• Monitor competitive landscape regarding HVAC digital strategies, online pricing, and emerging clean-energy heating and cooling trends.
• Deliver monthly sales forecasts and performance reviews to regional executive leadership.

Skills and Qualifications

• Experience: Demonstrated years of experience in online sales, B2B e-commerce, or digital channel management, ideally within HVAC, building materials, industrial equipment, or commercial durables.
• Regional Expertise: Proven track record of managing multi-market digital sales across Southeast Asia and Oceania.
• Technical Aptitude: Baseline understanding of HVAC equipment (residential/commercial split systems, VRF/VRV systems, ventilation, or spare parts) is an advantage.
• Tech Stack Proficiency: Familiarity with enterprise e-commerce platforms (Shopify Plus, Magento, SAP Commerce Cloud), CRM systems (Salesforce, HubSpot), and ERP integration.
• Analytics: Strong skills in Google Analytics 4, Power BI / Tableau, and data-driven sales forecasting.
• Education: Bachelor’s degree in Business, Marketing, Engineering, or related field.
• Languages: Business fluency in English is required; working knowledge of a regional language (e.g., Bahasa Indonesia, Thai, Vietnamese) is a plus.

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