Major Projects Business Partner

The APAC Major Projects (MP) Business Partner serves as a regional expert for high-rise, infrastructure, and large-scale elevator projects. This role supports projects exceeding $2.5M, coordinating closely with country sales and field teams across New Equipment (NE), Business Expansion (BEX), and Modernization (MOD). As the owner of MP sales coverage and performance, the Business Partner continuously assesses local capabilities, driving training and action plans to ensure optimal project execution. The role also collaborates globally with factories to refine product offerings and streamline estimating processes based on regional needs.

Key Responsibilities

Pre-Tender Phase

Engage and influence key stakeholders (architects, Key developers, consultants).

Support product specification, elevator dimensioning, traffic analysis, and value engineering.

Ensure early involvement of local teams (Country or region) to align with project expectations.

Tender & Negotiation Phase / Collaborate with local teams on :

Specification validation

Sourcing strategy

Estimating reviews and cost control

Value engineering and technical alternatives

Field engagement and reference management

Sales Process Ownership

Track and manage major projects to ensure >

90% sales coverage.

Deploy MP tools (cost sheets, approval packages, compliance sheets).

Provide marketing materials and conduct training for internal and external stakeholders.

Lead quarterly pipeline reviews and define targeted project action plans.

Forecast MP volumes and coordinate pricing strategies.

Support entities through the approval process.

Summary Activities

Monthly pipeline reviews with Operating Units (OUs)

Lead GMP calls covering market trends, pipeline, hit rate, and SoS

Analyze wins / losses and drive improvement strategies

Coordinate approvals and pricing strategies

Ensure data integrity for end-to-end financial analysis

Oversee booking and field handover

Develop and execute customer outreach plans with regional experts

KPIs

Pipeline accuracy and coverage

Hit rate, share of sales (SoS), and award value

90% of mega projects >

$15M reviewed at design stage

Interactions

Lead a cross-functional team of Sales, Sales Engineers, and Field Experts across APAC.

Collaborate with AP Sales & Marketing BPs, NE & MOD Heads, Global GMP members, factories Leads, and Legal / Finance / SCM BPs.

Provide direct support to MP teams in Operating Units (OUs) and Operating Areas (OAs).

Qualifications & Profile

Education & Experience

Master’s degree in Engineering or Business

Minimum 10 years of sales experience

Skills & Competencies

Deep High Rise Elevators / Escalators product / Project Management knowledge

Strong negotiation and presentation skills

Initiative-driven and responsive

Strategic thinker with strong analytical and problem-solving abilities

Effective communicator across multicultural and decentralized teams

Capable of leading clear project roadmaps and process-oriented initiatives

Collaborative and influential with high interpersonal skills

Travel

30 to 40% of time

Seniority Level

Mid-Senior level