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Overview:
**ENERPAC - Who we are?**
Enerpac Tool Group Corp. is a premier industrial tools, services, technology and solutions provider serving a broad and diverse set of customers in more than 100 countries. The Company makes complex, often hazardous jobs possible safely and efficiently. Enerpac Tool Group’s businesses are global leaders in high pressure hydraulic tools, controlled force products, and solutions for precise positioning of heavy loads that help customers safely and reliably tackle some of the most challenging jobs around the world. The Company was founded in 1910 and is headquartered in Milwaukee, Wisconsin. Enerpac Tool Group common stock trades on the NYSE under the symbol EPAC.
To unleash the power of diversity within our business we will continuously seek out new ways to empower teams to reach their full potential. Removing barriers to inclusion and championing a better workplace for us all.
**Summary - basic function of the role**
We’re looking for a Senior Business Development Manager - Distribution, based in Madrid, 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
