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

Xylem•Pewaukee, WI

4d•Hybrid

About The Position

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.

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.
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.

Nice To Haves

MBA preferred or equivalent experience.

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.
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.