US Market Development Director - Data Center/Thermal Management

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

About the Team

Thermal management is a strategically important, fast-growing business area for Castrol focused on enabling the next generation of AI, data centers, battery energy storage systems, and other high-performance digital infrastructure through advanced cooling technologies and integrated thermal management solutions. The business is evolving from a traditional fluids supplier into a comprehensive thermal management solutions provider, offering cooling fluids, engineering services, hardware solutions, software capabilities, and lifecycle support services.

The US Market Development Director is responsible for identifying, developing, and executing growth opportunities for Castrol’s Thermal Management business across the US and the Americas. The role drives sales and business development, market intelligence, strategic partnerships, and go-to-market initiatives to accelerate adoption of Castrol’s thermal management solutions, while also playing a lead role in developing and implementing new products, offers, and services. Working closely with sales, technology, and marketing teams, the Market Development Director translates market needs into commercial opportunities and supports the expansion of Castrol’s position as a leading thermal management solutions provider.

We are looking for a highly motivated candidate who is willing to take full ownership of enabling the expansion of our Americas business. The key accountability is to drive profitable revenue and fast business growth.

Key Tasks

Accountable for delivering annual revenue, gross margin, and profitability targets, ensuring sustainable business growth and market share expansion.

Lead the US commercial team, enabling the team to unlock its full potential.

Build, manage, and maintain a robust business development pipeline, ensuring consistent opportunity generation, qualification, conversion, and long-term revenue visibility.

Design and implement effective route-to-market strategies, including direct sales, channel, partnership, and ecosystem models, to maximize market reach and commercial performance.

Develop, enable, and manage strategic channel partners, distributors, system integrators, and ecosystem partners to accelerate growth and strengthen Castrol’s market position.

Lead sales planning, forecasting, and performance tracking, ensuring alignment of commercial targets with budget, resource, and capability requirements.

Define future market needs and support the introduction of new products, solutions, services, and business models across thermal management fluids, engineering services, hardware, software, and adjacent offerings.

Build strong customer and industry relationships, translating market insights into actionable growth opportunities and influencing strategic business direction.

Experience Required

Demonstrated experience in sales of data center infrastructure, hardware, or service solutions (5+ years).

At least 10 years of experience in commercial roles focused on generating growth within offer development, commercial development, or business development in a corporate or start-up setting.

Strong networker with existing networks in the US hyperscale, colocation, and data center infrastructure market.

Proven experience in developing strategic customer accounts, senior executive relationships, channel partnerships, and ecosystem collaborations across diverse and evolving market landscapes.

Strong commercial and financial acumen spanning business strategy, pricing, profitability, contract negotiation, risk management, forecasting, working capital optimization, and business case development.

Ability to translate customer requirements into commercially viable solutions by aligning technical, operational, and business capabilities, while effectively mobilizing cross-functional global teams in a matrix organization.

Exceptional communication, negotiation, influencing, and stakeholder management skills, with the ability to navigate ambiguity, balance competing priorities, and drive alignment among senior decision-makers.

Track record of delivery, bringing new concepts or offers to customers or driving change in an organization.

Experience in managing small, high-performance teams.

#LI-SD1

The anticipated salary range for this position is shown below with additional market competitive benefits. Actual placement within this range will be determined by a candidate's relevant experience, skills, and internal equity.

Salary range$180,000—$220,000 USD

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 privacy.response@castrol.com.

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.