Sulzer is a leading engineering company with a proud heritage of innovation. Join our global team to grow your expertise and develop innovative solutions that enable a prosperous and more sustainable society.

About the role

To accelerate growth of Sulzer’s Industrial Water & Wastewater Treatment (IWT) portfolio by winning new business, defending equipment specifications, and expanding customer relationships across key industrial sectors (food & beverage, pulp & paper, chemicals, metals, etc.). The post-holder focuses exclusively on industrial customers to secure order intake and margin in line with regional targets.
Working closely with the Head of Segment Development (Regional and Global) to make sure strategy is in line with local market and key customer requirements while achieving overall IWT growth targets. Includes responsibility to compile country level market data including clearly documented market drivers / trends and voice of customer from key customers.
Working with Operations, Application Engineering, Tendering, IT, HR, and Marketing to ensure that all required infrastructure and tools are defined and in place to support the segment growth plans at a global, country level. Also includes active management of the global product portfolio in conjunction with Product Management and Product Development to ensure WIBU has the most competitive products for agreed focus applications to support segment strategy.
Regular follow up of all growth projects, performance against agreed plans, activity based KPI's & financial performance including corrective actions when required.

Main accountabilities and tasks

Market & Opportunity Development:

• Map high-potential industrial water dischargers and reuse projects; create and maintain a 12–24-month pipeline in Salesforce

• Proactively visit plants, EPCs and design engineers to uncover early-stage opportunities

• Monitor tender portals and industry news to ensure Sulzer participation in relevant bids

Solution Selling & Specification:

• Promote Sulzer’s full rotating and treatment equipment range, including pumps; agitators; turbo-blowers; aerators; diffusers; modular and containerized treatment plants; dissolved air flotation (DAF); screens, sieves, sedimentation and filtration; grinders/ macerators; and any other technology within the Sulzer portfolio to satisfy a need within an industrial water treatment application

• Prepare and deliver persuasive technical presentations and lunch-and-learn sessions that position Sulzer as the preferred manufacturer and secure named-specification status with engineering design consultants

Commercial Management:

• Negotiate pricing, T&Cs and delivery programs within delegated authority

• Record and update all leads, quotes and won/lost reasons in Salesforce; forecast monthly order intake

• Liaise with internal application, tendering, service and logistics teams to ensure customer confidence with solution and execution program

Customer & Stakeholder Engagement:

• Build and maintain long-term relationships with end-users, EPCs, OEM partners and consultants

• Represent Sulzer at domestic and international trade fairs, conferences and technical committees

Continuous Improvement:

• Feedback market intelligence, competitor moves and product gaps to portfolio management

• Champion best practice in QHSE, ethics and corporate compliance

Desired experience and qualifications

Work experience: >5 years

Expertise:  

• Success in technical sales or business development for industrial water/wastewater solutions (pumping, aeration, biological or physical-chemical treatment, filtration)

• Technical Knowledge – Solid grasp of industrial water indirect/direct discharge legislation, water reuse requirements, and typical treatment trains e.g. (screening → equalization → DAF → biological → filtration → disinfection)

• Sales or business development experience in an international environment

Languages: English and local language are a must

Soft skills:

• Excellent interpersonal and communication skills incl. change management and problem-solving

• Essential to be able to work in a matrix organization

• Structured and highly customer-oriented approach

• Analytically and conceptually strong

• Self-motivator who drives for results

• Able to lead by influence

• Ability to operate at all levels, externally and internally

• Ability to handle confidential matters with integrity