National Sales Manager & Global Business Development Manager – Xylem A-C Custom Pump

Xylem is a Fortune 500 global water solutions company dedicated to advancing sustainable impact and empowering the people who make water work every day. As a leading water technology company with 23,000 employees operating in over 150 countries, Xylem is at the forefront of addressing the world's most critical water challenges. We invite passionate individuals to join our team, dedicated to exceeding customer expectations through innovative and sustainable solutions.

Job Summary :

This position is responsible for managing and directing of all customer facing activities for the  A-C Custom Pump business for Xylem in the US.  This includes management of direct and in-direct sales channels, including establishing an effective representative organization and effective business relationship with strategic partners.  This position is responsible for executing the strategic and operating plans for sales growth and profitability increase for our filtration & clarification products.  This position requires effective

leadership, management and talent development of sales, applications, and customer service personnel; for the proper handling of customer inquiries and on competitive conditions in the field; driving sales performance and developing new opportunities.

In addition, this position has a global responsibility to assist in growing the following regions (Europe, Middle East, Africa, Southeast Asia.

Essential Duties/Principal Responsibilities:

North America

·       In collaboration with the General Manager, execution of the annual operating plan including budget preparation, sales forecasting, leading indicator forecasting/funnel management, and achieving sales, margin, growth targets including achieving Price and Growth performance targets.

·       Develop, maintain and direct an effective sales strategy, ensuring best in class customer service and responsiveness.

·       Manage 3rd party representative channels by developing business plans for each territory with strategies and targets for current and future growth; evaluate channel annually to identify lagging performers and develop plans to improve

·       Establish and assign sales objectives to the Regional Sales Managers; evaluate performance in their attainment; and take necessary steps to bring results in line with objectives.

·       Establish and execute effective sales and service programs in collaboration with marketing (including sales meetings, rep council meetings and training and etc.)

·       Leading and actively participating in the development and implementation of strategies and sales tools required to accelerate growth for A-C Custom Pump across markets including Municipal Water and Wastewater, Storm/Flood, Industrial, Power, Desalination, and others.

·       Working with Product Management and Applications to ensure products and value propositions are meeting market needs and strategically placing Xylem for success.

·       Negotiation of deals including partnering with Xylem legal in contract language negotiation.  Ensuring commercial excellence and adequate contracts protections.

·       Maintain CRM database for opportunity tracking and ensure proper information is available for prospect management, accurate forecasting, management of funnel and S&OP.

·       Organize and provide necessary training, seminars, workshops for representatives, customers, consultants as necessary to promote products, applications, and key growth initiatives

·       Foster a team approach within the Sales Department, Sales Company and Business Unit to ensure the free flow of information, collaboration, enthusiasm and growth.

·       Collaborate with marketing to maintain awareness of Market Drivers & Competition (direct and in-direct)

·       Represent Xylem Water Solutions at local/national conferences, tradeshows, etc as necessary

·       Develop and implement both succession planning and talent development with HR and the General Manager using the VLBD and VBCE toolbox.

Global Focus (15% of time)

·       Focus regions: Primary - Europe, Middle East, Africa, Southeast Asia; Exploratory - North Asia, Latin America, ANZ

·       Qualify / Build opportunity pipeline to grow Custom Pump business (New units) leveraging 2 global manufacturing sites with support from local Xylem sales teams and / or Reps

• ·       Enable conversion of high potential opportunities into orders, working closely with regional sales teams
• ·       Assess go to market options and if required qualify / appoint Reps in global regions
• ·       Drive engagement with End customers, Consultants, Govt stakeholders along with regional sales teams for BD efforts (spec in, budgetary quotes, deal structuring etc.)
• ·       Help support branding of Custom pumps in key markets (trade shows, newsletters etc.)
• ·       Train regional sales teams on Custom pump business, references, techno-commercial expertise to qualify deals and participate in business development
• ·       Identify local partners to help meet qualification requirements (e.g. localization requirement)
• ·       Support efforts to identify / build supply chain for local projects
• ·       While new units is the focus, qualify / build Aftermarket opportunities leveraging global sites and local partners

Qualifications: Education, Experience, Skills, Abilities, License/Certification:

• ·       Bachelors Degree, preferably in Engineering, with an MBA preferred or equivalent experience.
• ·       10+ years of experience working in the field of municipal/industrial water and/or wastewater, sales management.
• ·       2+ years of experience managing direct reports.
• ·       Proficient in MS Office
• ·       Proficient in databases including Customer Relationship Management databases
• Specialized Knowledge Required
• ·       Green Belt certification preferred
• ·       Proven track record of change management, building and sustaining effective teams, inspiring commitment to organizational vision, mission and objectives and delivering results
• ·       Demonstrated superior selling, organizational, management, communication, leadership, technical and analytical skills.  Be able to resolve difficult technical, personnel and business issues.
• ·       Strong oral & written communication skills (presentation and interpersonal skills)
• ·       Strong customer focus
• ·       Strong technical knowledge in all water and wastewater processes including clarification and filtration
• ·       Proven track record of successful consultant, contractor, and developer technical sales and support, as well as distributor/sales force development experience.
• ·       Ability to execute plans, engaging various stakeholders and manage a diverse team located in different geographic location and in a matrix environment.
• ·       Ability to engage in strategic plan development, deliver results/reports and business plans within assigned deadlines.
• Additional Information: Physical Demands
• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• ·       Moderate physical demand and exposure to shop and field elements
• ·       Must occasionally lift/ transport up to 25 pounds.
• ·       Regularly required to stand, reach, bend, squat, push, pull and move about the facility
• ·       Walk or stand at least 6+ hours per day
• Work Environment
• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• ·       Office:  Administrative - computer and telephone usage.  Operation of basic office equipment and machinery; such as, fax machines, copiers and printers.
• ·       Shop/Job Site:  Daily Exposure to warehouse/shop.  Exposure to undesirable field elements at treatment plants or contractors site.
• ·       Travel:  Overnight travel as needed to customer or other Xylem locations. (75%+)
• Join the global Xylem team to be a part of innovative technology solutions transforming water usage, conservation, and re-use. Our products impact public utilities, industrial sectors, residential areas, and commercial buildings, with a commitment to providing smart metering, network technologies, and advanced analytics for water, electric, and gas utilities. Partner with us in creating a world where water challenges are met with ingenuity and dedication; where we recognize the power of inclusion and belonging in driving innovation and allowing us to compete more effectively around the world.
• At Xylem, you'll not only contribute to solving water issues but also have the chance to make a difference through our paid Volunteer Program, Xylem Watermark. We prioritize our employees' well-being through inclusion and belonging as well as our Employee Resource Groups (ERG). Proud to be an Equal Employment Opportunity (including disability and veterans) and Affirmative Action workplace, Xylem fosters an inclusive environment free from discrimination or harassment.

Please note that the information in this job description outlines the general nature of the position and is not an exhaustive list of duties. Xylem is dedicated to providing reasonable accommodations to enable all employees to perform their essential job functions. We reserve the right to modify this job description and assign additional duties as needed. Embrace the opportunity to be part of Xylem's transformative journey in shaping the future of water technology! #XylemCareers #GlobalImpact #WaterInnovation