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Business Developer UK
Commercial Account Manager (New Market Entry) – UK & Ireland
Location: Tamworth, Birmingham (UK) | Travel: Up to 40% within UK/Ireland, periodic EMEA travel Employment Type: Full-time
About De Nora
De Nora is a global provider of innovative technologies and solutions for critical industrial electrochemical processes, listed on Euronext Milan. Established in 1923, the company is the world’s largest supplier of high-performing catalytic coatings, insoluble electrodes, and water treatment solutions. Committed to the energy transition, green hydrogen economy, and clean water, De Nora develops unconventional solutions to meet decarbonisation and sustainability challenges.
The Role
This critical position is designed to pioneer new market segments in the UK & Ireland, build a strong commercial pipeline, and achieve strategic early wins. Within 9–12 months, the role will evolve into hybrid Business Development Manager / Regional Sales Manager (RSM), with expanded responsibility for territory structure, partner management, and regional leadership.
Key Responsibilities
1. Growth & Territory Strategy
- Drive double-digit sales growth through aggressive market penetration, new customer acquisition, and early-stage account development.
- Develop the UK & Ireland territory, focusing on municipal and industrial water applications—specifically underpenetrated or emerging segments in disinfection and filtration.
- Create and execute data-driven sales plans, maintain strong pipeline health, and ensure accurate forecasting with rigorous CRM management.
- Proactively identify and qualify new leads, expand relationships in initial accounts, and build a sustainable customer base across the territory.
2. Solution Selling & Complex Account Management
- Lead end-to-end solution sales cycles, from opportunity creation to contract closure, with deep knowledge of municipal procurement processes, technical evaluations, and multi-level stakeholder dynamics.
- Build and maintain strong relationships with technical, operational, procurement, and executive stakeholders to support both market entry and long-term account growth.
- Collaborate with Application Engineering, Aftermarket Sales, Product Management, and Field Service to translate customer needs into competitive technical-commercial solutions.
- Conduct technical and commercial negotiations, articulating De Nora’s value proposition with confidence and discipline.
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3. Channel & Partner Management
- Balance direct sales and partner-driven growth, identifying and establishing strategic relationships with OEMs, contractors, and distributors to accelerate market entry.
- Develop and strengthen a local partner ecosystem, supporting their ability to position and promote De Nora solutions.
- Provide coaching and commercial support to partners, contributing to their performance and alignment with regional objectives.
- Assist in partner business planning and long-term collaboration models as the territory structure matures.
4. Contractor Approvals & Product Technical Standards
- Support contractor approval and prequalification processes, coordinating with internal teams to build a qualified, compliant partner base.
- Collaborate with Product Management and technical teams on product approvals and certifications, ensuring compliance with local regulations and water authority requirements.
- Act as a commercially aware interface for customers and stakeholders on approval processes, progressing ownership as responsibilities expand.
5. Proposals Management & Technical Commercial Support
- Contribute to high-quality technical and commercial proposals, aligning with customer requirements and internal engineering teams.
- Provide technical sales input (application expertise, value articulation) to ensure proposals clearly differentiate De Nora’s solutions.
- Support the transition from sales to project execution, ensuring clarity on scope, expectations, and timelines, with increased ownership as the role evolves.
6. Market Intelligence & Competitive Positioning
- Monitor market trends, competitive dynamics, regulatory developments, and emerging opportunities in municipal and industrial water sectors.
- Provide structured insights on customer needs, competitor positioning, and market gaps to Sales Leadership and Product Management.
- Effectively position De Nora’s value proposition, adapting messaging to diverse stakeholders and supports long-term regional growth.
Requirements
Education & Experience
- University degree (preferably in engineering, chemistry, or a related technical field).
- 8–10+ years of sales and business development experience in water treatment, disinfection, or filtration markets.
- Deep expertise in municipal and industrial water markets, including:
- Customer buying processes
- Regulatory frameworks
- Approval and tender requirements
- Key decision-makers and procurement complexities
- Proven success in:
- Complex, technical solution selling
- Contract negotiations with institutional customers
- Multi-stage account management
- Significant experience developing, managing, and coaching channel partners (OEMs, distributors, installation companies).
- Preferred: Experience in proposals management, technical documentation, or project delivery coordination, alongside a background in engineering, project management, or technical operations.
- Preferred: Track record in product approvals, regulatory compliance, or quality standards processes.
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Technical Knowledge
- Strong foundation in disinfection technologies (UV, ozone, electrochemistry) and filtration solutions (sand, membrane, activated carbon).
- Ability to translate complex technical specifications into customer-focused value propositions.
- Comfortable collaborating with engineers and technical teams on product/application matters.
Skills & Attributes
Behavioral & Interpersonal
- Hunter mentality with urgency for deal closure and pipeline development.
- Exceptional communication and negotiation skills, able to engage with both technical and non-technical stakeholders.
- Leadership and coaching ability—inspire teams without direct authority.
- Accountability, resilience, and adaptability in high-pressure, ambiguous environments.
Organisational & Analytical
- Analytical, disciplined, and detail-oriented—proficient in forecasting, CRM management (Salesforce preferred), and data analysis.
- Willingness to travel up to 40% within the UK/Ireland, with valid driving license essential for fieldwork.
Why Join De Nora?
We are an Equal Opportunity Employer committed to diversity, inclusion, and talent development. Our culture prioritises:
- Respect, appreciation, and career growth.
- Innovation in sustainable solutions.
- A dynamic environment for individuals who drive impact in water, energy, and industrial sectors.
[NPE_Ireland_UK_BDM_RSM_Ad] (Equal Opportunities Employer)
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