Business Development

Position Summary 

The Business Development, Principal is a corporate role within the Innovation & Growth team, focused on growing Flowserve’s pharmaceutical business across Europe. The primary target markets are small-molecule drug substance manufacturing, including active pharmaceutical ingredients (API), and associated process and plant utilities. 

The role will lead the development of selected strategic customers as lighthouse accounts: priority customers where successful projects, service relationships and equipment standardization can create repeatable growth across multiple sites. The position will drive both project and aftermarket bookings across the full Flowserve product and service portfolio. 

Working with pharmaceutical sector leadership, divisional businesses and regional commercial teams, this role will own integrated account growth plans and coordinate execution. Regional sales, product specialists and service teams will provide application expertise and deliver quotations, orders and customer support through established commercial processes. 

Target Markets 

• Pharmaceutical manufacturers and contract development and manufacturing organizations (CDMOs) producing small-molecule APIs, with opportunities in new facilities, expansions and existing operations. 
• Process and facility utilities at pharmaceutical manufacturing sites, including water, steam, cooling, gases and vacuum systems, where Flowserve solutions meet the application and documentation requirements. 
• The full Flowserve portfolio, including pumps and vacuum equipment, seals and systems, isolation and control valves, actuation, automation, and aftermarket products and services. 

Key Responsibilities 

Lighthouse Account Development 

• Develop and execute account plans for prioritized lighthouse customers, covering customer investment plans, key sites, decision-makers, portfolio opportunities and agreed project and aftermarket bookings targets. 
• Build relationships with corporate and site key stakeholders in engineering, procurement, operations and maintenance. Coordinate Flowserve account teams and expand successful applications, reference installations and equipment standards across customer sites. 

Project Bookings Growth 

• Identify and qualify greenfield, expansion and modernization projects from early planning through award. Map purchasing routes, project schedules and equipment packages to Flowserve’s product capabilities. 
• Engage project owners, engineering, procurement and construction (EPC) firms, design consultants, equipment OEMs and skid builders early to influence specifications and secure consideration for Flowserve solutions. 
• Coordinate product and commercial teams to pursue vendor qualification and inclusion on approved and preferred vendor lists. Support proposals, customer negotiations and order conversion, including initial spares and service requirements. 

Aftermarket Bookings Growth 

• Work with site teams, service centers and channel partners to map installed equipment, identify reliability and service gaps, and develop account plans for recurring aftermarket bookings. 
• Develop opportunities for spare parts, repairs, preventive maintenance, replacements, upgrades and condition monitoring. Coordinate technical support for obsolete equipment and reverse engineering where appropriate. 
• Connect project wins to commissioning support, installed-base records, spare parts strategies and ongoing service relationships. Expand Flowserve’s share of customer maintenance and reliability spending. 

Channel and Market Development 

• Develop relationships with pharmaceutical distributors, EPCs, OEMs, skid builders and other partners that improve access to priority accounts, project packages and aftermarket opportunities. 
• Coordinate joint account pursuits, technical training and customer engagement with regional teams and partners. Identify and track opportunities originating through indirect channels. 
• Represent Flowserve at relevant industry events and customer forums, and build awareness of Flowserve’s combined product and service capabilities in the target markets. 

Customer Insight and Commercial Execution 

• Translate customer needs for uptime, safety, product quality, documentation and delivery speed into commercial actions. Provide structured customer feedback to product leaders and the Innovation & Growth team to prioritize capability gaps and development opportunities. 
• Maintain accurate account plans and qualified opportunities in FlowForce CRM, including project phase, product scope, value, timing and next actions. Track project and aftermarket bookings separately and coordinate opportunity ownership across businesses. 
• Lead regular account and pipeline reviews, report progress against agreed targets, resolve barriers with business leaders and share successful approaches across the pharmaceutical growth team. 

Measures of Success 

Performance will be measured against agreed project and aftermarket bookings targets, qualified pipeline growth and conversion, and progress within lighthouse accounts. Additional measures will include expansion across customer sites and product lines, vendor qualification milestones, and repeat aftermarket business. Targets will be established with pharmaceutical sector leadership and the relevant businesses.