Capital Account Manager, Sales & BD

Xylem•Lowell, MA

5d•Hybrid

About The Position

Xylem is seeking a talented Capital Accounts Manager, Sales & Business Development who is accountable for identifying, developing, and signing new industrial process water and wastewater treatment business opportunities by leveraging technical expertise and Xylem Light Industries technologies portfolio serving Pharma, Microelectronics, Data Centers, Beverage, and Advanced Manufacturing segments. Working with little supervision, receiving general guidance and direction from the Director of Capital Sales and Business Development, the position will have responsibility for growing business through value-based technical and consultative sales in the assigned territory. Compensation includes competitive base plus a generous commission schedule. The position is allowed a company car.

Requirements

BS Degree (Engineering or other technical discipline preferred)
7+ years of experience in industrial water treatment, engineered systems, process solutions, capital equipment, or related technical sales environments.
Demonstrated success developing and closing capital project opportunities valued at $500,000 and above.
General understanding and experience with commercial terms and conditions, contract structures, and project risk considerations.
Ability to travel locally within the assigned territory up to 50% of the time.

Nice To Haves

Proven and driven hunter who enjoys creating opportunities, winning new business, and closing deals.
Self-starter who takes ownership, works independently, and delivers results.
Strong technical and commercial skills with the ability to solve customer problems, navigate customer organizations, and put deals together.
Effective at building relationships with executive-level decision makers and leveraging internal resources to move opportunities forward.
Comfortable using AI and other digital tools to improve productivity and sales effectiveness.

Responsibilities

Achieve assigned order booking, revenue, and profitability objectives through identification, qualification, development, and closure of industrial water and wastewater treatment opportunities from initial lead through booking and project handoff.
Create, build, and maintain a pipeline of qualified opportunities sufficient to support current and future business objectives; maintain accurate CRM records and forecasting.
Actively prospect within the territory through direct customer engagement, Lunch & Learns, trade shows, industry events, networking, and other business development activities to develop new customers, expand existing accounts, and build and execute account plans for top target customers within the Microelectronics, Pharma, Data Center, Beverage, and Advanced Manufacturing markets, positioning Xylem early in project development cycles to drive pipeline growth and new order bookings.
Build relationships with executive decision makers, engineering leaders, sustainability stakeholders, operations leaders, EPC firms, consulting engineers, contractors, and integrators to position Xylem early in project development cycles, influence specifications, and uncover new opportunities.
Consistently research and monitor market activity, competitive developments, industry trends, and customer investment plans to identify and pursue new business opportunities.
Leverage and collaborate with Applications Engineering, Project Management, Service, Operations, Finance, Legal, and other internal resources to develop solutions, prepare proposals, navigate commercial processes, support contract negotiations and approvals, secure orders, and ensure successful project execution.
Collaborate across Xylem businesses to identify opportunities for enterprise engagement and deliver integrated solutions that address customer water, wastewater, reuse, and sustainability objectives.