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The Data Center Business Development Manager (BDM) is essential for driving growth in the data center business in SEA while managing a portfolio of existing corporate account customers, including key Chinese clients and regional data centers & colocations. This role demands strategic thinking and establish key partnerships for market expansion, focusing on building and maintaining high-wide-deep relationships with customers, design consultants, contractors, and end-users. The successful BDM will conduct business reviews, enhance service delivery and create competitive advantages, while also supporting TCO projects to improve customers’ operations and translate those improvements into increased returns for the division. Demonstrating agility and proactiveness in a fast-paced industry, the BDM will engage with multiple stakeholders and collaborate closely with internal teams, including technical consultants, R&D, and marketing, to support innovation and effectively communicate Ecolab’s total solution approach across various levels within client organizations.

Main Responsibilities:

Business Planning & Review

• Identify growth opportunities with targeted action lists & resource plans

• Develop DSR-level deployment plans for divisional programs and initiatives ensuring delivery of excellent customer service

• Coordinate and hold business reviews at identified accounts at plant, country, and/or corporate level ensuring agreed action plans are delivered

• Monitor and report market intelligence and competitive movement within accounts

• Support R&D, marketing and technical consultant in giving market feedback for innovation development.

Account & Contract Management

• Develop and maintain customer relationships at all levels, including cultivation of c-suite contacts

• Monitor and enforce Ecolab and customer contract compliance

• Prepare contract renewal plans, assess competitive position and NW performance to deliver, and negotiate and sign optimal offers in accordance w/internal policies

Customer Value Delivery and Documentation

• Identify, propose, deliver and document customer value opportunities

• Leverage field, engineering, and support teams to develop plans to improve customer operations

Corporate Account Prospecting

• Establish target customer lists and plans for developing new relationships or leveraging existing relationships to gain new business

• Maintain current customer pipeline information and up-to-date gains/losses reporting

• Organize trials; produce and present customer proposals aligned to internal approval process (PCAF)

• Negotiate and close new deals; manage contracting process w/Finance & Legal support

Requirements:

• BA/BS degree in Chemical/ Environmental Engineering

• 10 - 12 years of B2B sales experience with a large, international, matrix organization

• Prior experience in DATA Centre or Hi-Tech customers or processes

• Ability and willingness to travel extensively

• Experience working with and knowledge of computers (e.g., MS Office suite)

• Exceptional interpersonal, communication, and presentation skills with demonstrated ability to develop relationship at executive level

• Excellent negotiation skills