Senior Capital Account Manager

Xylem•East Rutherford, NJ

About The Position

Xylem is seeking a Capital Accounts Manager, Sales & Business Development to identify, develop, and sign new industrial process water and wastewater treatment business opportunities. The role leverages technical expertise and Xylem Light Industries technologies to serve the Pharma, Microelectronics, Data Centers, Beverage, and Advanced Manufacturing segments. Working with little supervision and receiving general guidance from the Director of Capital Sales and Business Development, the position grows business through value-based technical and consultative sales in an assigned territory. Compensation includes a competitive base salary and a generous commission schedule, and the position includes a company car. Travel within the assigned territory may be up to 50%. The role focuses on creating and closing capital project opportunities, building customer and partner relationships, and collaborating across internal teams to develop solutions, win orders, and support successful project execution. The successful candidate is a driven, independent business developer with strong technical and commercial skills, able to engage executive decision makers and use AI and other digital tools to improve productivity and sales effectiveness.

Requirements

Bachelor of Science degree; an engineering or other technical discipline is preferred.
At least 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 within the assigned territory up to 50%.
Strong technical and commercial skills, including the ability to solve customer problems, navigate customer organizations, and structure deals.
Ability to work independently, take ownership, and deliver results.
Ability to build relationships with executive-level decision makers and leverage internal resources to advance opportunities.

Nice To Haves

Comfort using AI and other digital tools to improve productivity and sales effectiveness.
Engineering or another technical discipline degree.
A proven, driven hunter who enjoys creating opportunities, winning new business, and closing deals.

Responsibilities

Achieve assigned order booking, revenue, and profitability objectives by identifying, qualifying, developing, and closing industrial water and wastewater treatment opportunities from initial lead through booking and project handoff.
Create, build, and maintain a qualified opportunity pipeline that supports current and future business objectives; maintain accurate CRM records and forecasts.
Prospect within the territory through direct customer engagement, Lunch & Learns, trade shows, industry events, networking, and other business development activities.
Develop new customers, expand existing accounts, and build and execute account plans for target customers in Microelectronics, Pharma, Data Center, Beverage, and Advanced Manufacturing markets.
Position Xylem early in project development cycles to grow the pipeline and generate new order bookings.
Build relationships with executive decision makers, engineering leaders, sustainability stakeholders, operations leaders, EPC firms, consulting engineers, contractors, and integrators to influence specifications and uncover opportunities.
Research and monitor market activity, competitive developments, industry trends, and customer investment plans to identify and pursue business opportunities.
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 enterprise engagement opportunities and deliver integrated solutions addressing customer water, wastewater, reuse, and sustainability objectives.