Business Development Manager – Data Centres

About Ecolab

At Ecolab, we are the global leader in water, hygiene and infection prevention solutions and services. With over 48000 associates and revenues exceeding $17B we are leader in our markets.  We partner with customers across critical industries to help them improve operational efficiency, reduce environmental impact and achieve sustainability goals.

As Australia's Data Centre market continues to experience unprecedented growth, we are expanding our specialist team to support hyperscale, colocation and enterprise customers with innovative water treatment and fluid management solutions that optimise performance, reliability and sustainability.

We are seeking an ambitious, commercially driven Business Development Manager to accelerate Ecolab's growth in the Data Centre sector across Australia through new customer acquisition, opportunity creation and disciplined sales execution.

The Opportunity

This is a 100% sales-focused business development role with a clear mandate to identify, pursue and win new business in Australia's rapidly expanding Data Centre market.

Based in Melbourne, you will be accountable for building a high-quality sales pipeline from the ground up, targeting owners, operators, developers, consultants, engineering firms, HVAC contractors and mechanical services providers across the full Data Centre ecosystem.

Success in this role will be measured by your ability to generate qualified leads, create new opportunities, convert prospects into customers and deliver sustainable revenue growth.

You will lead the full sales cycle from prospecting and needs discovery through solution development, proposal, negotiation, close and handover to implementation teams.

Key Responsibilities

New Business Sales Growth (100%)

• Develop and execute a targeted sales plan to grow Ecolab's presence within the Australian Data Centre market.

• Proactively prospect, qualify and convert new business opportunities with hyperscale, colocation and enterprise Data Centre operators.

• Build, manage and progress a robust pipeline of greenfield and brownfield opportunities through disciplined CRM and sales funnel management.

• Establish new commercial relationships with key decision-makers across developers, owners, operators, consulting engineers and contractors.

• Drive specification opportunities during the design and construction phases of Data Centre projects to position Ecolab early in the buying cycle.

• Lead solution-based sales engagements from initial outreach through to proposal, negotiation, contract close and implementation handover.

• Deliver profitable new revenue growth aligned with annual sales targets, margin expectations and strategic objectives.

• Collaborate with internal technical, service and leadership teams to develop compelling customer value propositions and close opportunities.

Key Stakeholders

You will engage with a broad range of stakeholders including:

• Data Centre owners and operators

• Hyperscale customers

• Colocation providers

• Mechanical consulting engineers & Building services consultants

• HVAC contractors & Mechanical services contractors

• Developers and project managers

• Engineering, procurement and construction (EPC) partners

• Internal Ecolab technical, service and leadership teams

What We're Looking For

Essential Experience

• Proven success in B2B business development, new logo acquisition and complex solution selling.

• Demonstrated ability to prospect, qualify, develop and close new business opportunities.

• Experience selling into Data Centres, critical infrastructure or mission-critical environments.

• Established networks within consultants, mechanical engineering firms or HVAC contractor communities.

• Experience managing complex sales cycles, multiple stakeholders and high-value commercial negotiations.

• Strong commercial acumen, pipeline discipline, forecasting capability and negotiation skills.

• Ability to influence customers at technical, commercial and executive levels to progress opportunities to close.

Highly Desirable Experience

Experience in one or more of the following:

• Water treatment solutions, Cooling water systems, Fluid management systems

• Data Centre infrastructure

• HVAC systems

• Mechanical services

• Critical environments or mission-critical facilities

• Sustainability and energy efficiency solutions

Key Competencies

• Hunter mentality with a strong drive for prospecting, new business acquisition and closing sales

• Strong pipeline builder with disciplined opportunity management

• Highly consultative and value-based sales approach

• Exceptional stakeholder management skills

• Commercially astute, target driven and accountable for revenue outcomes

• Self-motivated and entrepreneurial

• Strong presentation and communication skills

• Ability to influence and negotiate at senior levels

• A Bachelor’s Degree in Engineering/Science and or Business

Success Measures

Success in this role will be measured by:

• New business revenue growth

• Qualified pipeline generation, pipeline value and conversion rates

• New customer acquisition and market penetration within the Data Centre segment

• Specification wins with consultants, engineers and contractors

• Win rate, sales cycle progression and forecast accuracy

• Achievement of annual sales, margin and strategic growth targets

Why Join Ecolab?

At Ecolab, you'll have the opportunity to work at the forefront of one of Australia's fastest-growing industries. You'll be empowered to deliver innovative, sustainable solutions that help Data Centre customers improve performance, reduce water consumption and achieve their environmental goals.

We offer:

• A market-leading global brand

• Leading honours include being named World’s Most Ethical Companies, Gold Medal ranking EcoVadis re corporate sustainability, Fortune 500 most admired companies.

• Exposure to one of Australia's fastest-growing sectors

• Career development and leadership opportunities

• A collaborative, high-performing culture

• World class Onboarding & Training Programs

• Competitive salary, incentive program and company benefits

• Voted consecutive years a Great Place to Work in Australia. https://greatplacetowork.com.au/companies/ecolab/

• https://www.linkedin.com/posts/ecolab_ecolab-great-place-to-work-certified-activity-7264066401852628992-pgJ3

If you're a commercially driven business developer with a passion for critical infrastructure, a proven ability to open doors and a track record of winning new business, we'd love to hear from you.

The role will include travel with overnight stays.

At Ecolab, our three behavioural shifts are People First, One United ANZ Ecolab Team and Owning the Outcome. 

We believe the best teams are diverse and inclusive; there is a world of opportunity that can be found within our growing company and delivering results and demonstrating teamwork drives advancement.

Apply today and grow your career with Ecolab.

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If you would like to find out more about us, please find out more at https://en-au.ecolab.com/
 

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