JOB DESCRIPTION
The Business Development Manager – Cleanroom Solutions & OEMs is responsible for accelerating profitable sales growth by developing and managing strategic relationships with key partners in the pharmaceutical sector. This role collaborates closely with Marketing, the Technical Team, the Bioquell COE and local Sales Teams.
These partners will either integrate Ecolab solutions into their offerings or advocate for Ecolab technologies with their end customers. The primary objective is to expand the global footprint of the Ecolab PPC Division, with a particular emphasis on driving innovation and accelerating the adoption of Bioquell HPV technology in key markets. The role also carries direct responsibility for managing the Bioquell pipeline and sales through third-party channels in Europe.
This position reports to Global Strategic OEM Partnerships Manager, highlighting the strategic importance of this newly created role and the third-party channel in driving Bioquell’s growth.
Key Responsibilities
Channel Strategy Development
1. Collaborate with Bioquell Marketing to assess market opportunities for integrating Bioquell technology into third-party equipment, focusing on the EU and North American markets.
2. Co-develop a compelling value proposition for the third-party segment—including Cleanroom OEMs, Cleanroom Manufacturers, Equipment Manufacturers, and Engineering firms.
3. Provide actionable market insights to Marketing, including strategic priorities, business drivers, motivational levers, partnership potential, market positioning, solution offerings, and current penetration levels. These insights will inform partner selection and support the development of a differentiated value proposition.
4. Co-create a tiered partner engagement model, including differentiated offerings and incentive structures to drive partner commitment and performance.
5. Identify and lead opportunities to accelerate innovation through third parties (., Qlear, OEM generators), supporting growth and expanding market presence.
6. Drive new, profitable partnerships to accelerate innovation across Europe while optimizing returns from existing relationships and core solutions in close collaboration with local Bioquell BDMs and Regional Sales Leaders.
7. Support and guide the Bioquell Team by identifying potential partners and monitoring opportunity progress to drive incremental sales through third-party channels.
8. Ensure alignment of the third-party growth strategy with the division’s strategic focus on Biopharma and other key priority segments.
9. Propose joint marketing initiatives between Ecolab and its partners to maximize reach and opportunity generation.
10. Work closely with the Distributor Manager and Global COE to ensure that sales are within markets where Ecolab has regulatory approval and adequate post sales technical support.
Pipeline and Sales Acceleration
11. Own the Bioquell pipeline, GTW, and sales growth through third-party channels in Europe.
12. Support and guide the North America Bioquell Team in identifying and leveraging partner opportunities through a compelling value proposition, ensuring proper follow-up and progress reporting in the CRM.
13. Accelerate innovation launch through third-party collaborations.
14. Lead contractual negotiations with selected partners.
15. Coordinate access to technical support
16. t, R&D, and GTC services for partners, in line with the agreed strategy.
17. Ensure that local sales, customer service, and technical teams provide adequate support to partners and end customers as needed, to ensure highest customer satisfaction.
Our Commitment to a Culture of Inclusion & Belonging
Ecolab is committed to fair and equal treatment of associates and applicants and furthering the principles of Equal Opportunity to Employment. We will recruit, hire, promote, transfer and provide opportunities for advancement based on individual qualifications and job performance in all matters affecting employment, compensation, benefits, working conditions, and opportunities for advancement. Ecolab will not discriminate against any associate or applicant for employment because of race, religion, color, creed, national origin,citizenship status, sex, sexual orientation, gender identity and expressions, genetic information, marital status, age, or disability.