De Nora
Business Development Manager (UK & North Europe)
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De Nora Overview
De Nora is an Italian multinational company, listed on the Euronext Milan stock exchange, a global provider of innovative technologies and solutions, and is recognized as a partner of choice for significant industrial electrochemical processes. Since its foundation in 1923, De Nora has been driven by the philosophy of continual improvement. Today, it is the world’s largest supplier of high-performing catalytic coatings and insoluble electrodes for electrochemical and industrial applications. It is also a leading supplier of equipment, systems, and processes for water disinfection and filtration. De Nora is committed to developing unconventional solutions to achieve the energy transition to decarbonization, the green hydrogen economy, and clean water for everyone.
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Business Development Manager for UK & North Europe
For our Water Treatment Division, we are looking for a Business development manager for UK & North Europe. This role is designed to enter and develop new market segments building a strong commercial pipeline and securing initial strategic wins. Following successful market penetration, the role will progress within 9–12 months into a hybrid Business Development Manager / Regional Sales Manager position, with increasing responsibility for territory structure, partner management, and regional leadership.
Main Tasks And Responsibilities
GROWTH & TERRITORY STRATEGY
- Drive double-digit sales growth through aggressive market penetration, new customer acquisition, and early-stage account development, executing growth plans with a strong hunter mentality, disciplined territory management, and clear accountability for revenue targets.
- Lead the development of the UK & Ireland territory, focusing on municipal and industrial water applications, with particular emphasis on expanding De Nora’s presence in underpenetrated or new segments within disinfection and filtration solutions.
- Create and execute actionable, data-driven sales plans aligned with regional strategy and market entry priorities. Maintain strong pipeline health, generate accurate forecasts, and manage CRM activities with discipline and consistency.
- Proactively identify, develop, and qualify new leads, market segments, and applications, while progressively expanding relationships within initial accounts and building a sustainable customer base across the territory.
SOLUTION SELLING & COMPLEX ACCOUNT MANAGEMENT
- Lead end-to-end solution sales cycles, from early-stage opportunity creation through contract closure, with solid understanding of municipal procurement processes, technical evaluations, and multi-level decision-making environments.
- Build and maintain strong relationships with stakeholders at all organizational levels, including technical, operational, procurement, and executive functions, to support both initial market entry and long-term account development.
- Collaborate closely with Application Engineering, Aftermarket Sales, Product Management, and Field Service to translate customer needs into competitive technical-commercial solutions, ensuring effective coordination through the sales process and structured handover to project execution.
- Conduct technical and commercial negotiations with confidence, clearly articulating De Nora’s value proposition and differentiation. Maintain strong discipline in advancing opportunities and securing contracts.
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CHANNEL & PARTNER MANAGEMENT
- Develop and manage a balanced approach between direct sales and partner-driven growth, identifying and establishing strategic relationships with OEMs, contractors, and distributors to accelerate market entry.
- Build and progressively strengthen a local ecosystem of partners and influencers, supporting their capability to position and promote De Nora solutions effectively.
- Provide guidance, coaching, and commercial support to partners, contributing to their performance and alignment with regional objectives, with increasing involvement as the territory structure matures.
- Contribute to the development of partner business plans and long-term collaboration models, in line with the evolution toward a more structured regional setup.
CONTRACTOR APPROVALS & PRODUCT TECHNICAL STANDARDS
- Support contractor approval and prequalification processes in coordination with internal teams, contributing to the development of a qualified and compliant partner base within the region.
- Collaborate with Product Management and technical teams to facilitate and maintain product approvals and certifications, ensuring alignment with local regulatory requirements and water authority expectations.
- Act as a commercially aware interface toward customers and stakeholders regarding approval processes, contributing to timelines and documentation flows without full ownership in the initial phase.
- Increase involvement in approval and compliance topics as the territory evolves and the role transitions toward broader RSM responsibilities.
PROPOSALS MANAGEMENT & TECHNICAL COMMERCIAL SUPPORT
- Contribute to the preparation and delivery of high-quality technical and commercial proposals, working closely with centralized engineering and proposal teams to ensure strong alignment with customer requirements.
- Provide technical sales input, including application understanding, solution positioning, and value articulation, ensuring proposals clearly reflect differentiation and customer benefits.
- Support the transition from sales to project execution, ensuring clarity on scope, expectations, and timelines, while relying on internal teams for detailed coordination and delivery management.
- Increase ownership and leadership in proposal management activities progressively as the role expands toward territory leadership.
MARKET INTELLIGENCE & COMPETITIVE POSITIONING
- Continuously monitor market trends, competitive dynamics, regulatory developments, and emerging opportunities within municipal and industrial water sectors.
- Provide structured feedback on customer needs, competitor positioning, and market gaps to Sales Leadership and Product Management.
- Effectively communicate and position De Nora’s value proposition in disinfection and filtration, adapting messaging to different stakeholders and market maturity levels.
- Identify new applications, unmet needs, and potential product improvements, contributing to long-term strategic growth in the region.
Experience & Background
- University degree (preferably in engineering, chemistry, or related technical field);
- 8-10+ years of sales and business development experience in water treatment, disinfection, or filtration markets.
- Extensive experience in municipal and industrial water markets with deep understanding of customer buying processes, regulatory frameworks, approval requirements, and key decision-makers.
- Demonstrated success in complex, technical solution selling, contract negotiations, and sophisticated account management with large institutional customers.
- Significant experience developing, managing, and coaching channel partners and contractors (OEMs, distributors, installation companies).
- Experience or exposure to proposals management, technical documentation, and/or project delivery coordination is a significant asset. Background in engineering, project management, or technical operations is advantageous.
- Proven track record managing product approvals, regulatory compliance, or quality standards processes preferred.
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Technical Knowledge
- Strong technical foundation in disinfection technologies (UV, ozone, electrochemistry) and filtration solutions (sand, membrane, activated carbon). Deep understanding of application in drinking water and wastewater contexts.
- Ability to quickly master complex technical specifications, product design, operational parameters, and regulatory standards, translating them into customer-focused language and value propositions.
- Comfort collaborating with engineers, technical teams, and scientific advisors on product and application matters.
Behavioral & Interpersonal Skills
- Competitive, persistent, and results-driven mindset with passion for exceeding targets. Hunter mentality coupled with discipline and rigor. Maintains urgency in closing deals while continuously developing new pipeline.
- Excellent communication, presentation, negotiation, and contract-closing capabilities. Comfortable building consensus across technical, commercial, and executive stakeholders. Skilled presenter to both technical and non-technical audiences.
- Proven leadership, motivation, and coaching skills. Ability to inspire and influence partners, contractors, and cross-functional teams without direct authority. Positive, collaborative approach to matrix teamwork.
- High accountability, ownership mentality, and personal drive for continuous improvement, learning, and excellence.
- Tenacious, resilient, adaptable, and comfortable with complexity, ambiguity, and changing priorities.
Organizational & Systems Skills
- Analytical, self-motivated, organized, and disciplined. Strong time management, planning, follow-up discipline, and attention to detail.
- Proficiency in Microsoft Office, CRM systems (Salesforce preferred), and digital sales tools. Comfortable with data analysis, forecasting, and reporting. Ability to use systems to drive sales discipline and decision-making.
- Willingness to travel up to 40% within UK/Ireland region and periodically to EMEA locations. Valid driving license essential for field activity and customer visits.
Place of work: Tamworth, Birmingham (UK)
We are an Equal Opportunity Employer and take pride of our diverse and inclusive environment. We aim to attract and recruit individuals with diverse backgrounds, skills, and abilities, who will enhance the quality of our products and services and contribute to the Group’s success. We are committed to prioritize talent, make people feel respected, appreciated, and free to fully express their potential.
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