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

Xylem Services USA LLC is hiring a National Sales Manager and Global Business Development Manager for its A-C Custom Pump business. The role leads customer-facing activities and sales growth in the US, while developing global business opportunities and supporting regional teams.

Responsibilities:

• 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
• 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

Requirements:

• 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
• 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
• preferably in Engineering
• with an MBA preferred
• Green Belt certification preferred