Nalco Water, An Ecolab Company
BDM Total Water Management - GHT
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BDM Total Water Management - GHT
Business Development Manager (BDM) – Total Water Management (TWM)
About the Role
The Business Development Manager for Total Water Management (TWM) is responsible for driving end-to-end business development, from initial discovery to contract finalisation, while acting as the gatekeeper between internal teams (MO, Engineering, ITC, CAM) and external partners. This role ensures rigorous opportunity qualification, competitive proposal development, and sustainable profitability through pricing engineering, ROI analysis, and contractual oversight.
The incumbent will collaborate closely with Sales, Engineering, Marketing, and Finance to deliver high-value projects while balancing commercial and technical excellence.
Accountability Objectives
- Assist CAMs and sales teams in the discovery phase, including attending site visits and presenting TWM applications.
- Enforce compliance with qualification processes, focusing on high-potential opportunities.
- Act as the guatekeeper between internal resources (MO, Engineering, ITC, CAM) and external partners (e.g., engineering firms) during project execution.
- Propose mechanisms, working models, and alliances to ensure competitiveness and profitability, reporting to the SGS Director.
- Lead pricing engineering in collaboration with Finance, ensuring acceptable profitability and ROI.
- Manage contractual matters, follow up on customer satisfaction with the O&M team, and support Sales/KAM in existing account relationships.
- Assist Sales and Engineering in vendor and customer claim negotiations.
- Drive high-growth rate projects with a focus on closure ratio and profitability.
- Lead the TWM selling process from initial concept to contract signing, including commercial proposal preparation.
Key Responsibilities
Discovery & Opportunity Development
- Actively engage in sales discovery calls, raising TWM-specific questions to assess customer needs.
- Manage the opportunity qualification process, recommending Go/No-Go decisions to the qualification committee.
- Support CAMs and align the Ecolab/Nalco team (Engineering, Sales, Marketing, Finance) during sales engagements.
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Proposal & Commercial Oversight
- Develop and submit competitive commercial proposals for review by the Project Team, with responsibility for pricing engineering.
- Ensure 100% process compliance, securing approvals from Finance and leadership.
Contract Management & Follow-Up
- Provide post-sales commercial support to MO and Sales teams, tracking progress, cost reductions, and contract milestones.
- Negotiate contract renegotiations and technical/commercial lessons learned after the initial operational phase.
- Maintain a balance between commercial goals and technical performance, contributing to benchmarking and best practices.
Presentations & Market Engagement
- Collaborate with Marketing to prepare and deliver internal and external presentations on TWM solutions.
- Expand the vendor and industry network, leveraging insights from Engineering, Key Account Managers, and R&D to drive innovation.
Profitable Growth & Sales Process
- Optimise TWM proposal relevance by challenging stakeholders to reduce costs and improve competitiveness.
Additional Responsibilities
- Develop and expand national accounts in key industry segments (e.g., GHT) alongside Corporation CAMs.
- Secure major new business deals at the corporate level, supported by Corporation CAM teams.
- Provide expertise in selling large equipment/project deals within Design & Build regimes.
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Qualifications & Requirements
Essential Criteria
- Bachelor’s degree in Water Processing, Chemical Engineering, or related field.
- Sales-driven mindset with a strong understanding of commercial processes and customer engagement.
- 10+ years of experience in mid-to-large-capacity companies, preferably in water treatment, B2B, or project-driven sales.
- Project Management experience, particularly during the execution phase.
- Outsourcing project experience in water-related sectors.
- Proven track record in managing cross-functional teams without direct authority, showcasing leadership and operational excellence.
- Exceptional verbal and written communication, with attention to detail.
- Ability to multitask effectively, balanced by resilience, organisational skills, and adaptability.
Preferred/Nice-to-Have
- Technical knowledge in water/effluent treatment technologies (e.g., RO, UF, DAF, MBR) as well as plant commissioning/start-up experience.
- Strong financial acumen, including business case validation, ROI analysis, and cost optimisation techniques.
- Availability for 30–50% travel, depending on assignments.
Ecolab’s Commitment to Diversity & Inclusion
Ecolab is committed to fostering an environment that treats all employees and candidates with fairness, respect, and equality, reflecting principles of equal opportunity.
We treat individuals as individuals—independent of origin, religion, gender, sexual orientation, race, age, marital status, genetic information, or disability—by evaluating qualifications and results while providing fair compensation, career advancement, benefits, and working conditions.
Discrimination-free policies apply uniformly across all aspects of employment.
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