Never before has society faced such a confluence of challenges related to water, food, energy, climate and health. And never before has it had the technologies and commitment to effectively address those challenges in meaningful ways – until now.
Since the 1940s, Water Solutions has been an innovator in water separation technologies, expanding and growing along the way. Today, Water Solutions offers the most complete portfolio of industry leading products available, along with a team that is second to none. As the global leader in sustainable separation and purification technologies, we are helping customers across industries and countries make real progress in ways that not only improve productivity, efficiency and profitability, but also reduce waste, energy consumption and environmental impact.Water Solutions brings a tremendous depth and breadth of resources to the table, and we invite you to join us. We are here to make your progress our promise, and are positioned to meet your needs in every region of the world.
Key Roles & Responsibilities:
Explore and define new markets / applications for existing and new products based on market feedback, regional needs and regulatory drivers.
With Regional Commercial Manager (RCM) and Regional Marketing Manager (RMM), agrees target market segments, key value chain participants, facilities; develops & executes plans to visit, understand market needs, drivers and key project -> pipeline captured in SalesForce.
With RCM and RMM, develops engagement programmes for priority markets to increase DuPont Water Solutions (DWS) visibility and positioning as technology partner. Though DWS may not be selling to them directly, End-User/EPC are engaged, with the objective to drive understanding the value of DWS technology and how to implement it
Understand and map new domains, adjacencies into which DWS can win high-value additional sales and what is required to do so: new technologies, acquire technologies, JVs or new business models.
Develops appropriate collateral (presentations, case-studies, incorporating full scale test data) according to specific end-user market requirements, promotes DWS technologies with demonstrated applicability to address needs (value sell, win specification) FAST.
Initiates dialogue with End-Users/ Equipment Producer Company (EPC) / Government or Public bodies to learn about new key projects and international investment, have DWS technologies specified and generate demand
Aligned with RMM/ GMD, drives market adoption of DWS Innovations (e.g. Fortilife, Specialty Membranes, Multitech)
Engages end-users engineering firms and owner / operators as appropriate to land key projects and track replacements.
Forwards all competitive intelligence to the RCM/RMM/GMD
Works with the regional KAM/TSR and country BD as appropriate. Supports the KAM/TSR by providing market data to regarding upcoming key projects in the region either already specified or with the objective to specify with DWS systems.
Win project and / or get specifications written around DWS’s systems. Get the spec. / hold the spec.
Ensures successful handover to KAM/TSR
Valued colleague to the KAM/TSR and RCM/RMM/ GMD in the region; valued resource for end-user, EPCs & owner/operators.
Provides technical support to existing and potential customer to position DWS’s products which includes close cooperation with DWS’s application and product development teams.
Manages commercial projects and opportunities at any stage on technical and sales level by using appropriate tools like Salesforce, Datamart and sample management.
KPIs:
Number (tbd) of end-user visits/monthly or quarterly (aim for min 10-15/qtr) + ROC in SalesForce resulting in validated project opportunities in SalesForce.
Number (tbd) of government/regulatory/public body visits/qtr.
(tbd) regional pipeline opportunities ($ value tracked in CRM, DM, DSR) for KAM/TSRs to collectively deliver $ growth.
Target +5% additional growth vs regional BP in new markets – to be delivered in calendar year.
projects increasing regional Revenue delivered in priority markets, in given calendar year.
Target Markets:
Work at End-users (with OEMs if relevant) to generate demand and specification of DWS Technologies in Industrial Water Segments + Waste Water ReUse (select the relevant sub-segments)
Municipal/Drinking Water
Pulp & Paper
Food & Beverage
Refineries, Petrochemicals
Industrial & SOEs (Reuse/Waste)
Specialty Mining
DuPont Water Solutions Technologies:
Reverse Osmosis
Ion Exchange Resins
Ultrafiltration
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