Senior Business Development Manager – Distribution NEW

Job description

We’re looking for a Senior Business Development Manager – Distribution, based in the UK, to drive growth through our specialist distributor network across EMEA. This role is focused on identifying and developing new sales opportunities, building strong relationships with senior distributor leadership, and working closely with internal sales and product teams to deliver tailored bolting solutions. Using Salesforce to manage opportunities and pipeline, you’ll play a strategic role in strengthening partnerships and accelerating performance across the distribution channel.

Job Duties and Responsibilities

Drive Strategy & Growth

• Own and execute the distribution strategy to accelerate bolting revenue growth across EMEA.
• Identify priority markets, white-space opportunities, and channel expansion plays, using market insight to build a high-quality, conversion-driven pipeline.

Build & Transform the Channel

• Lead the transformation of the distribution network by converting competitive distributors and strengthening high-performing partnerships.
• Partner with senior distributor leadership to develop joint business plans, incentive programs, and growth initiatives that maximise profitability for both sides.
• Identify, engage, and develop relationships with strategic bolting end users to expand market reach and pull demand through the channel.

Lead Through Influence

• Act as a strategic commercial partner to Commercial Directors, sharing insights, market intelligence, and best practices to elevate overall capability.
• Mentor and influence sales teams, embedding a culture focused on distributor-led growth and long-term value creation.

Own Relationships & Market Presence

• Build and maintain strong, multi-level relationships with key distributors and stakeholders across EMEA.
• Stay close to customer and distributor needs, shaping tailored solutions that create mutual value and competitive advantage.
• Position Enerpac’s industrial bolting solutions as the go-to offering in the market.

Execute with Commercial Discipline

• Track performance, opportunities, and pipeline rigorously using Salesforce and other CRM tools.
• Play an active role in the Enerpac Commercial Excellence Program, driving consistency and best practice.
• Deliver accurate forecasting and reporting aligned to EMEA objectives, continuously refining channel strategy to maximise impact and efficiency.

Travel & Market Engagement

• Travel frequently (up to 50%) across EMEA via air and vehicle to engage distributors, end users, and internal stakeholders, including international travel.

Skills and Competencies

• Deep expertise in distribution and channel-led sales, with a proven track record of converting competitive accounts and driving sustainable revenue growth.
• Strong strategic planning and execution capability, ideally gained within industrial tools, mechanical, hydraulics, or electronics environments.
• Solid complex sales experience, with the ability to manage senior stakeholders, key accounts, and cross-functional teams.
• Commercially curious and adaptable, with the ability to quickly get up to speed on new industries and product portfolios – experience in Wind Power is a plus.
• Strong technical aptitude, comfortable operating in complex, engineered environments and leveraging Subject Matter Experts to shape customer solutions.
• Excellent communication, influencing, and relationship-building skills, effective at all levels of an organisation and across cultures.
• Highly results-driven, with a continuous improvement mindset and appetite for innovation.
• Confident using Salesforce, Microsoft Office, and data analysis tools to manage pipeline, reporting, and executive-level presentations.
• Demonstrates inspirational leadership, clarity under pressure, and the ability to prioritise effectively in fast-paced environments.
• Change-oriented and pragmatic, able to foster collaboration, challenge constructively, and value diverse perspectives.

Education & Experience

• Bachelor’s degree in Business Administration, Marketing, or a related discipline; MBA preferred.
• 8+ years’ experience in distribution-led sales, channel development, or partner management roles.
• Background within industrial tools, mechanical, hydraulics, or electronics environments.
• Strong interpersonal, communication, and negotiation skills, with proven success operating in an international, matrixed organisation.
• Confident user of Microsoft Office and CRM platforms such as Salesforce to support commercial decision-making.
• Fluent in English; additional European languages are highly valued.

Work Benefits

• Competitive salary, performance incentives, and benefits package.
• Engagement with Employee Resource Groups which can provide leadership and networking opportunities.
• Community Outreach programs embedded in the Company’s culture.