The Business Development Manager (BDM) for Total Water Management (TWM) drives end-to-end business development, from discovery phase to contract finalisation. Acts as gatekeeper between internal resources and external partners, ensuring rigorous opportunity qualification, competitive proposals, and sustainable profitability.

Accountability Objectives

- Assist CAMs and sales force during discovery phase by attending visits and presenting TWM applications.
- Ensure compliance with qualification process and focus on relevant opportunities.
- Support Sales in project mode, acting as gatekeeper between internal resources and external partners.
- Propose mechanisms and alliances to SGS Director to ensure competitiveness and expected profitability.
- Lead pricing engineering with Finance to guarantee acceptable profitability and return on investment.
- Manage contractual matters and customer satisfaction follow-up with O&M; team and Sales/KAM for existing TWM accounts.
- Support Sales and Engineering in negotiating claims with vendors and customers.
- Drive strong business growth with high closure ratio and profitability.
- Lead TWM selling process from conceptual note to contract finalisation.

Key Responsibilities

- Play an active role in discovery phase by attending sales calls and raising TWM-specific core business questions to customers.
- Manage opportunity qualification process and recommend Go/No-Go to qualification committee.
- Provide support to CAMs and coordinate as gatekeeper with the Ecolab/Nalco team during selling phase.
- Prepare commercial proposals for review by Project Team prior to submission by Sales; responsible for pricing engineering.
- Ensure 100% compliance with processes and obtain approvals from Finance and divisional leadership.




- Support Sales & MO teams in follow-up of ongoing contracts from a commercial perspective, ensuring commitments are implemented and managing contract renegotiation.
- Balance commercial and technical aspects after the first year of contract operation to draw lessons learned and set reusable benchmarks.
- Prepare and deliver internal and external presentations of TWM capabilities with Marketing, working with CAM & DM.
- Network with Engineering, Key Industry Marketers and R&D; to leverage new technical developments through new products/applications/systems.
- Maintain internal benchmarks with peers, ensuring relevant feedback is considered during selling phase.
- Enhance competitiveness and relevance of TWM proposals by challenging stakeholders to optimise costs.
- Drive contractual agreement finalisation with customers with support from Legal and CAM.

Additional Responsibilities

- Develop and expand existing and new national accounts in designated industry segments (e.g., GHT) in collaboration with Corporation CAM.
- Build and secure major new business accounts at corporate level with support from Corporation CAM.
- Experience in selling large equipment/project deals related to water processing under Design & Build regime.

Required Qualifications





- Bachelor’s degree in Water Processing or related field; strong sales‑driven mindset; solid understanding of sales processes; experience with mid‑to‑large projects.
- Knowledge of complex multi‑discipline solution selling; strong market and vendor network; experience in Project Management (execution phase); outsourcing project experience is a must.
- Minimum 10 years’ experience in mid‑to‑large companies.
- Proven ability to manage cross‑functional teams without direct authority; leadership skills; attention to detail; excellent verbal and written communication skills.
- Ability to multitask, strong organisational skills, resilience.

Preferred / Nice To Have

- Knowledge of water/effluent treatment technologies (RO/UF, DAF, MBR, etc.) and familiarity with plant commissioning/start‑up.
- Financial acumen and ability to define business cases and ROI.
- Willingness and ability to travel 30–50%.

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Ecolab está comprometido con el trato justo e igualitario de todas las personas colaboradoras y postulantes, y con la promoción de los principios de igualdad de oportunidades en el empleo. Reclutaremos, contrataremos, promoveremos, transferiremos y brindaremos oportunidades de desarrollo con base en las calificaciones individuales y el desempeño laboral, en todos los aspectos relacionados con el empleo, la compensación, los ventajas, las condiciones laborales y las oportunidades de crecimiento. Ecolab no discriminará a ninguna persona colaboradora ni postulante por motivos de raza, religión, color, credo, nacionalidad, estado de ciudadanía, sexo, orientación sexual, identidad y expresión de género, información genética, estado civil, edad o discapacidad.

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📌 BDM Total Water Management - GHT (Barcelona)
🏢 Nalco Water, An Ecolab
📍 Barcelona