Key Responsibilities
1. Digital Portfolio Strategy & Platform Lifecycle Management
Direct the end-to-end product lifecycle for the TracKing® telematics platform and next-generation connected software applications across trailer, truck, bus HVAC, and APU product categories.
Own the Multi-Generation Product Plan (MGPP) for the TracKing® platform, cloud applications, diagnostics, and mobile technician tools across transport refrigeration units (TRUs), APUs, and electrified platforms.
Expand the digital portfolio into high-value domains: predictive asset health, automated cold chain temperature verification, fleet decarbonization metrics, and remote multi-temp control.
Define connectivity and API strategies to enable seamless data exchange with third-party Fleet Management Systems (FMS) and customer enterprise platforms.
2. Competitive Benchmarking & Market Intelligence
Lead continuous technical and commercial benchmarking against competitive OEM connected offerings and emerging third-party IoT transport platforms.
Conduct deep-dive competitive teardowns to identify feature gaps, integration advantages, and pricing shifts, converting findings into proactive roadmap enhancements.
3. Profitable Growth & Commercial Value Realization
Deliver on portfolio P&L targets by scaling annual recurring subscription revenues, factory-fit telematics attach rates, customer contract renewals, and gross margins.
Build robust business cases and capital allocation justifications for digital product investments, balancing rapid commercial payback with long-term platform scalability.
Formulate comprehensive pricing strategies, value-based bundling structures, and market positioning across new and existing digital offerings to optimize customer lifetime value and drive subscription adoption.
4. Sales & Commercial Enablement
Track and optimize core commercial metrics: annual recurring subscription growth, telematics attach rates, renewal rates, churn, and gross margins.Equip commercial sales teams with consultative value-selling toolkits: Total Cost of Ownership (TCO) models, fleet ROI calculators, and competitive battle cards.Serve as the executive digital subject matter expert in key enterprise fleet pursuits, and Dealer/customer advisory councilsLead sales training programs that transition commercial teams from selling standalone refrigeration equipment to delivering integrated Fleet intelligence solutions.
5. Dealer Enablement
Partner closely with Thermo King dealer principals, service managers, and technicians to drive digital adoption across dealer service bays and field operations.
Institutionalize customer and dealer feedback loops through structured advisory councils, fleet site visits, and operational business reviews. Develop a keen understanding of their underlying needs and determine optimal strategies to make them more successful.
Investigate, identify, and systematically eliminate operational and technical roadblocks impeding implementation speed; lead active change management programs across the dealer network to commercialize both current/existing offerings and newly launched solutions.
6. Product Growth Team (PGT) Leadership & Governance
Lead the Digital Product Growth Team (PGT) utilizing standard work routines, visual management frameworks, and executive KPI scorecards.
Drive cross-functional execution across software engineering, controls hardware, cybersecurity, field service, marketing, operations, and finance. Coordinate with the marketing and sales teams to develop and implement a marketing strategy and plan (including targeted programs and promotions) for each new or updated product/service or extension.
Understand organizational culture and operate across organizational boundaries.
Qualifications
Bachelor’s degree in Business, Marketing, Finance, Engineering, or other technical-related degree. Master’s degree preferred, but not required.
At least 10 years of overall experience of increasing levels of complexity with a minimum of 7 years of leadership experience in product management, sales, or other relevant areas.
Demonstrated success defining and launching complex product and service/software offerings. Strong technical aptitude and the ability to work across different functions.
Strong financial acumen is required.
Excellent organizational skills and flexibility to handle a variety of time-sensitive tasks and projects. Demonstrated ability to lead teams and provide effective support on a broad range of activities requiring attention to detail.
Solid analytical and communication skills.
Knowledge of the transport refrigeration business and trucking industry preferred, but not required.
Key Competencies
Builds Collaborative Relationships: Establishes and maintains effective relationships with a wide variety of stakeholders, including cross-functional business partners and Thermo King dealers. Seeks to understand and anticipate the needs of others, practicing attentive and active listening. Excellent teamwork skills.
Analytics: Comfortable with analyzing, interpreting, and organizing data, as well as turning data into insights and business cases.
Business Acumen: Understands how the business functions. Is aware of how strategies and tactics work in the marketplace.
Drive for Results: Is willing to roll up sleeves to get things done, as well as the ability to drive performance through others, supporting colleagues in pursuit of the team goal and ensuring focus on deliverables.
Comfortable with Ambiguity/Complexity: Can shift gears comfortably and handle risk and uncertainty. Will change direction when needed.
Innovation: Imagines new possibilities and combines existing ideas and approaches to create new business solutions.
Benefits: We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.
Join our team and help us drive success for our customers through innovative digital solutions! *
Annual Base Salary Range or Hourly Base Pay Range
- $168,340.00 - $256,000.00
- Compensation Type:
- Salary
- Incentive Eligible:
- Yes
- Sales Commission Eligible:
- No
Disclaimer: We strive to provide competitive compensation for this position, tailored to a variety of factors. The actual compensation will depend on elements such as seniority, merit, geographic location, education, experience, travel requirements, and union designation. Our compensation range is generally based on the national average for the country. Additionally, benefits may vary depending on the region, business alignment, union involvement, and employee status.
Thrive at work and at home
Benefits kick in on DAY ONE for you and your family, including health insurance and holistic wellness programs that include generous incentives – WE DARE TO CARE!
Family building benefits include fertility coverage and adoption/surrogacy assistance.
Paid time off includes up to 15 vacation days, paid holidays, sick leave, and additional options to support volunteer and parental leave.
401K match up, educational and training opportunities through company programs along with tuition assistance and student debt support.
Disclaimer: Benefit offerings may vary by site as well as Collective Bargaining Agreements and local/state regulations
Safety Sensitive Role
- No
- The company designates certain roles as Safety Sensitive. Safety Sensitive roles may require that you pass additional drug screening.
We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.
