Business Development Manager - Water Industry - UK & Ireland

Sunderland, England, United Kingdom

11/11/2024

Ingersoll Rand is committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Job Title

Business Development Manager – Water Industry – UK&Ireland

Location

UK & Ireland

About Us

Milton Roy manufactures controlled-volume metering pumps and equipment that deliver unsurpassed reliability and accuracy in critical chemical dosing applications.

Job Summary

The Milton Roy Water Industry UK & Ireland Business Development Manager is accountable for the revenue generated by the sale of the Milton Roy portfolio of products and services within the Water industry (direct / indirect) in their assigned UK/Ireland geography.

The primary objective of this role is to develop and maintain long term relationships at Executive, Operational, Technical and Supply Chain levels within the Channel Partner organisation and UK Municipal Water and Wastewater Companies. Must have experience and knowledge of the management and operation of the UK Municipal Water companies including AMP periods, Framework Agreements, Tier 1 and other contractor relationships and approval protocols.

The candidate will be customer focussed and be the main point of contact for Milton Roy customers and potential customers in their region. They will be expected to independently manage their territory including regular reporting on Territory Plan, Progress to Plan, Sales Forecast, Future activities (Sales and Marketing) and Sales Pursuits both Direct and through Channel Partners.

Responsibilities

• Business Plan - Develop and execute the business plan which will enable the development of the Milton Roy portfolio into the UK Municipal and Industrial Water Industry. This to be in line with the strategic ambitions of Milton Roy to build a profitable and sustainable Water Industry UK team, and also to align with other Ingersoll Rand portfolio brands (Seepex, ARO, Robuschi, IR).
• Channel Partner Management – Manage the Channel Partner organisation, monitor performance and challenge growth opportunities to develop the indirect business.
• Opportunity Management - Continuously grow and manage a strong pipeline of qualified opportunities with our direct and partner clients. Take ownership and effectively manage the sales cycle from opportunity identification through to successful close, leveraging and co-ordinating the available support resources from sales management, customer services, legal, finance and others.
• Business Development - Prospect new accounts and generate a pipeline of qualified opportunities and close new business in these accounts. Manage the Business Development and Sales Pursuit activities within their region from 'Identify' through to 'Close'.
• Tracking & Reporting - Take responsibility for performance measurement and provide accurate and timely reporting for their territory. Including Activity/Client Contact plan, Sales Funnel, Sales Forecast, Visit/Meeting Reports, Monthly/Quarterly reporting and CRM updates.
• Market Intelligence - Monitor business trends, competitor data and gather market intelligence relating to the UK Municipal Industry AMP activities and Frameworks. Ensuring that Milton Roy has in place all necessary approvals, certification and documentation in advance of any upcoming framework renewals.
• Customer Face Time – This is primarily a customer facing role and will take responsibility for a high level of customer engagement to enable relationship building, technology & application presentations, product presentations, commercial and technical reviews, marketing activities such as ‘Lunch & Learns’ and roadshows.
• Compliance - Ensure thorough familiarity and compliance with Ingersoll Rand policies and procedures relating to standards of business.
  
  

Basic Qualifications

• Degree in Engineering discipline - also considered: Technical affinity and relevant Sales Engineering experience with HNC in Engineering discipline (Higher National Certificate).
• Relevant experience in direct and indirect sales within the designated territory.
• A proven track record of having established and maintained successful business level relationships with new and existing customers and managed business via CP organization.
• Experience in UK Municipal Water Industry. Specific knowledge of applications related to MR Products i.e., Chemical Injection/Chemical Dosing, Water & Waste Water Treatment, Mixing Applications.
  
  

Travel & Work Arrangements/Requirements

• UK and Ireland travel expected >50% of the time
  
  

Key Competencies

• Highly Self-motivated with a disciplined approach to developing and closing business deals.
• Excellent organisational skills and Results Oriented approach.
• Able to craft and communicate the Milton Roy Value Proposition to all levels of our client organisation.
• Able to manage current CP organisation and grow their business.
• Able to work independently to identify, target and win new business with new Milton Roy clients.
• Able to work within a matrix organisation and to manage internal resources in support of customer activities such as Proposals, Negotiations, Sales/Product/Technical/Application Presentations, Events/Trade Shows, After Market Support etc.
• Excellent interpersonal and communication skills both written and oral.
• IT literate in the use of software tools such as Microsoft Office (Outlook, Excel, Powerpoint, Sharepoint) to enable effective communication and reporting.
  
  

What We Offer

• 25 days holiday and bank holidays (Option to purchase additional 5 days)
• 7% Employer pension contribution
• Westfield Health medical cash plan cover
• Death in service benefit of 4 x salary
• Cycle scheme (after probation period)
• Electric car scheme (after one year of employment)
• 10% of salary in shares (after one year of employment)
• Employee assistance program
• Enhanced maternity & paternity policies
• LinkedIn Learning access
  
  

Ingersoll Rand Inc. (NYSE:IR), driven by an entrepreneurial spirit and ownership mindset, is dedicated to helping make life better for our employees, customers and communities. Customers lean on us for our technology-driven excellence in mission-critical flow creation and industrial solutions across 40+ respected brands where our products and services excel in the most complex and harsh conditions. Our employees develop customers for life through their daily commitment to expertise, productivity and efficiency. For more information, visit www.IRCO.com.