Business Development Manager – Pump & Hydro (APAC)

Thomson-Gordon Ltd is a global leader in designing and manufacturing pollution-free bearing and seal systems. They are seeking a Business Development Manager for the Pump & Hydro segment to drive commercial strategy and market growth across the APAC region, focusing on specification selling and building strategic relationships with key partners.

Responsibilities:

• Own and execute the APAC Pump/Industrial strategy aligned with TOM priorities
• Develop a multi-year growth plan across OEMs, retrofit, distributors, and key end-user verticals
• Translate strategy into regional playbooks, target accounts, and execution priorities
• Prioritize high-repeatability opportunities over one-off projects
• Lead APAC-wide specification selling for priority Pump applications
• Embed solutions into OEM designs, standards, and preferred supplier lists
• Build strategic relationships with OEMs, EPCs, and key Industrial end-users
• Develop replicable reference applications and value propositions
• Drive product standardization to enable scale, stocking, and repeat revenue
• Define and execute the Pump/Industrial partner strategy
• Identify, onboard, and develop distributors and solution partners
• Deliver enablement programs (training, tools, application guides, stock models)
• Set performance expectations and governance for partners
• Provide functional Pump leadership across APAC within a matrix model
• Support Regional Managers in opportunity qualification, solution positioning, and deal conversion
• Participate in key customer engagements and strategic projects
• Act as an escalation point for Pump-related technical-commercial issues
• Maintain strategic oversight of Hydro/Clean Power opportunities in your region
• Coordinate centralized engineering support to minimize regional burden
• Develop a small portfolio of lighthouse Hydro reference projects
• Define technical and commercial capability requirements across APAC
• Support development of tools, training, and best-practice playbooks
• Provide input into service, stock, and machining strategies
• Align with central Application Engineering on priorities
• Own pipeline visibility and contribute to forecasting accuracy
• Ensure disciplined qualification, deal structuring, and margin management
• Track performance vs KPIs and adapt strategy based on market dynamics

Requirements:

• 8–12+ years of technical sales experience in the Pump, Industrial, or rotating equipment markets
• Proven track record in specification selling, OEM engagement, and distributor-led growth
• Experience building scalable industrial revenue models
• Background in multi-country, matrix organizations
• Strong written and verbal communication skills in English
• Be able to make dynamic presentations in English in a business setting
• Must be able to travel internationally as required to accomplish duties. Approx. 50%, including frequent overnight and extended hours
• Ability to read blueprints/ technical drawings
• Strong command of the English language
• Able to initiate, develop, and maintain relationships with clients
• Ability to speak effectively and dynamically to customers and/or employees of the organization
• Ability to solve practical problems
• Ability to work under pressure
• Ability to work independently and in a team environment
• Computer literate – Microsoft Word, Excel, PowerPoint, CRM Software
• Strong organizational and time management skills
• Requires good judgment and a professional demeanour
• Post-secondary technical or commercial degree required
• A degree in Management, Economics or Mechanical Engineering is preferred
• Salesforce experience is an advantage