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- 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 (MO, Engineering, ITC, CAM) and external partners (engineering companies).
- Propose to SGS Director mechanisms (scope of work, working mode) and alliances/partnerships 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.
- 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 (gatekeeper) Ecolab/Nalco team (Engineering, Sales, Marketing, Finance) 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: ensure commitments (progress, cost reduction) are implemented; manage contract renegotiation.
- Balance commercial and technical aspects after 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 (methods, technology, costing) 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.
- 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.
- 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 (equipment, engineering); 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.
- 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%.
