Company: Xylem
Industry:- Private
Employment Type:- Full-time
Work Hours:- 8 Hours
Locations:- USA
Full Job Description:
Xylem, a leading global water technology company dedicated to solving the world’s most challenging water issues, is the leading global provider of efficient, innovative, and sustainable water technologies that improve the way water is used, managed, conserved, and re-used. Our international team is unified in a common purpose: creating advanced technology and other trusted solutions to solve the world’s water challenges. We are committed to creating an organization of inclusion and diversity, where everyone feels involved, respected, valued, and connected, and where everyone is free to bring their authentic selves and ideas.
If you are excited and passionate about helping us #letssolvewater, we want to hear from you!
The Role:
This key sales leadership position is responsible for developing and executing the sales plan performance of Xylem Analytics Process Analytical Instrumentation in the Municipal and Industrial Water and Wastewater market segments. This position will manage performance to the orders budget and forecast performance for the North America (NA) Utility Sales team of Xylem Analytics. The leader will be responsible for driving growth through the management of Regional Sales Managers and Sales Channel Partners. Visit key markets and clients to evaluate the effectiveness of sales channels and regional management. Provide supervision, development, and leadership to Regional Sales Managers, Product Support Specialists, and Manufacturer Representatives. Supply sales team with tools to support sales and marketing efforts. Apply knowledge of company products, pricing plans, competition, marketing objectives, and sales skills to ensure that the organization imparts the support required for representatives to compete effectively for sales in the territory. Identify opportunities for promotion of existing technology into current target markets and new application areas. Identify opportunities for new product development to meet local market demands. Provide feedback to the company concerning market trends, competitive information, and new opportunities for existing/new products and services.
Essential Duties/Principal Responsibilities:
- Develops a business plan and sales strategy for North America that ensures the attainment of company sales goals and profitability, including the launch of new products and growth into adjacent markets
- Responsible for the performance and development of direct sales employees as well as external sales channel partners
- Collaborates effectively with other areas of Xylem, including the NA Utilities Commercial Team to identify synergy growth opportunities
- Responsible for managing the success of key strategic accounts including direct customers, third-party integrators, engineering firms, and select OEMs
- Drive specification growth with consulting engineers and municipal owners
- Manages proposal presentations and RFP responses
- Controls department expenses to meet budget guidelines
- Adheres to all company policies, procedures, and the company’s code of conduct and ensures that where appropriate company policies are communicated to selling partners, including the management of Sales Representative Contracts
- Recruits & hires Sales Channel Partners based on criteria agreed upon by management
- Provides feedback to marketing, product management, and sales management on market intelligence, competitor activity, and application opportunities
- Maintains a high level of product knowledge of both company and competitive products
- Provides management sales forecasting for the region every month
- Maintain, enhance, and drive utilization of the company’s customer relationship program (CRM), Salesforce.com (SFDC)
- Identifies and attends relevant exhibitions in the territory
- Participation in Xylem Watermark volunteer activities
Additional Responsibilities:
- Maintain high visibility, high profile schedule of representative contact, and follow-up
- Maintain schedule of contact and follow-up with high-value accounts
- Maintain monthly sales forecast as an active document that accurately projects current and future business
- Provide routine feedback on competitor
- Identification of competitive Manufacturer Representatives
- Ensure compliance of team members with administrative work
- Establish and maintain communication with the manager, marketing/product management, technical support, and other company personnel as required to achieve sales quota and meet goals and objectives set for the region
- Active performance management of the sales team to include individual development plans, talent reviews, and organizational effectiveness
- Contribute to the Analytics Utility growth strategy and ensure yearly implementation of the Utility operating plan
- Collaborate across other Xylem Analytics segments and other areas of Xylem as appropriate to provide One Xylem solutions to customers
- Travel, as required to support sales channels, achieve sales quota, and meet goals and objectives set for the team
- Effectively utilize corporate resources to maximize return on resource investment
Minimum Qualifications: Education and Experience:
- Bachelor’s Degree with 10 years of sales experience for analytical instrumentation or water & wastewater or commensurate experience required
- 5 years of experience managing a team of direct sales reports and sales channel partners, preferably within the analytical instrumentation or water & wastewater industry
Knowledge, Skills & Abilities
- Excellent written and oral communication skills
- Strong interpersonal, organizational, and managerial skills
- Proven track record of sales leadership skills
- Ability to collaborate across functions
- Keen understanding of business principles including contract negotiation, sales planning, market development, sales channel management, and financial modeling
- Familiarity with the market, key accounts, competitors, and legislation impacting sales of company products
- Experience in successfully navigating within a matrix environment
National Sales Manager, Process Wastewater-Remote
