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

Job Summary:

This position is responsible for managing and directing 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, 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, execute the annual operating plan including budget preparation, sales forecasting, funnel management, and achieving sales, margin, and growth targets, including 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 and targets for each territory, and evaluate channels annually to identify lagging performers.
• Establish and assign sales objectives to the Regional Sales Managers, evaluate performance, and take necessary steps to bring results in line with objectives.
• Establish and execute sales and service programs in collaboration with marketing, including sales meetings, rep council meetings and training.
• Lead the development and implementation of strategies and sales tools to accelerate growth for A-C Custom Pump across markets including Municipal Water and Wastewater, Storm/Flood, Industrial, Power, Desalination, and others.
• Work with Product Management and Applications to ensure products and value propositions meet market needs.
• Negotiate deals, partnering with Xylem legal on contract language and contract protections.
• Maintain CRM database for opportunity tracking, accurate forecasting, funnel management and S&OP.
• Organize and provide training, seminars and workshops for representatives, customers and consultants.
• Foster a team approach within the Sales Department, Sales Company and Business Unit.
• Collaborate with marketing to maintain awareness of market drivers and competition.
• Represent Xylem Water Solutions at local and national conferences and tradeshows.
• Develop and implement succession planning and talent development with HR and the General Manager.

Global Focus (15% of time)

• Focus regions: Primary - Europe, Middle East, Africa, Southeast Asia; Exploratory - North Asia, Latin America, ANZ.
• 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 qualify or appoint Reps in global regions.
• Drive engagement with end customers, consultants and government stakeholders for business development efforts.
• Support branding of Custom Pumps in key markets.
• Train regional sales teams on Custom Pump business and techno-commercial expertise.
• Identify local partners to help meet qualification requirements.
• Support efforts to identify and build supply chain for local projects.
• Qualify and 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, and delivering results.
• Demonstrated superior selling, organizational, management, communication, leadership, technical and analytical skills. Ability to resolve difficult technical, personnel and business issues.
• Strong oral and written communication skills (presentation and interpersonal skills).
• Strong customer focus.
• Strong technical knowledge in water and wastewater processes including clarification and filtration.
• Proven track record of consultant, contractor, and developer technical sales and support, as well as distributor/sales force development experience.
• Ability to execute plans, engage various stakeholders and manage a diverse team located in different geographic locations in a matrix environment.
• Ability to engage in strategic plan development and deliver results, reports and business plans within assigned deadlines.

Additional Information:

Physical Demands

• Moderate physical demand and exposure to shop and field elements.
• Must occasionally lift or 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

• Office: Administrative work using computer and telephone; operation of basic office equipment.
• Shop/Job Site: Daily exposure to warehouse/shop. Exposure to field elements at treatment plants or contractor sites.
• Travel: Overnight travel as needed to customer or other Xylem locations (75%+).

About Xylem:

Xylem is a Fortune 500 global water solutions company with 23,000 employees operating in over 150 countries. Its products impact public utilities, industrial sectors, residential areas, and commercial buildings, with a commitment to smart metering, network technologies, and advanced analytics for water, electric, and gas utilities.

Xylem is an Equal Employment Opportunity and Affirmative Action employer (including disability and veterans) and fosters an inclusive environment free from discrimination or harassment. Employees have access to a paid Volunteer Program, Xylem Watermark, and Employee Resource Groups.

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, and reserves the right to modify this job description and assign additional duties as needed.