Sr. Manager, Customer Vertical, Power

Xylem•Morton Grove, IL

1d•$120,000 - $150,000

About The Position

Xylem is a Fortune 500 global water solutions company dedicated to advancing sustainable impact and empowering the people who make water work every day. As a leading water technology company with 23,000 employees operating in over 150 countries, Xylem is at the forefront of addressing the world's most critical water challenges. We invite passionate individuals to join our team, dedicated to exceeding customer expectations through innovative and sustainable solutions. THE ROLE: We are seeking a Sr. Manager, Customer Vertical-Power to focus on the Power Generation industry. Working within the Water Solutions and Services segment (WSS), you will develop, lead, and direct commercial initiatives aimed at increasing penetration for our water treatment products and services within the Power vertical market. Our ideal candidate will provide leadership and expertise to maximize sales revenues, develop key account relationships, and provide assistance to grow sales of our solutions to the domestic Power market, but also develop opportunities internationally as our key accounts move beyond North America. Our candidate will have expertise to understand how and where Power buying decisions are made, and will have commercial skills needed to develop and pursue business growth strategies within the vertical. Knowledge of and experience working within the Power industry will be valuable, as will knowledge of industry environmental regulations impacting the use, treatment, storage, and handling of water in power generation plants. An ideal candidate will operate with a great deal of autonomy, with responsibility to make decisions that have significant impact on business results and strategy. They will be recognized as a SME in Xylem and demonstrate mastery of solution and value selling. They will lead a team effort within Xylem to grow a sales pipeline, increase share of wallet at existing customers, and leverage key account relationships for international expansion opportunities. A keen knowledge of emerging trends in the Power vertical, and contribution to solution offerings are key indicators of a successful candidate.

Requirements

BS/BA in related discipline, such as marketing, engineering, or environmental science + 10 years Marketing and/or relevant industry experience
Proven track record in solution and value selling
Strong leadership and strategic planning capabilities
Financial acumen (P&L ownership)
Excellent communication and stakeholder engagement
High proficiency in English required

Nice To Haves

Master’s degree in related discipline, such as business, marketing, engineering, or environmental science + 8 years
International experience favored
Knowledge of and experience working within the Power industry will be valuable, as will knowledge of industry environmental regulations impacting the use, treatment, storage, and handling of water in power generation plants.

Responsibilities

Key Accounts Segment the market and identify key accounts based on business potential
Cultivate positive and lasting relationships with key account holders
Manage critical accounts with responsibility for revenue, profit, and Voice of Customer (VOC)
Resolve complex commercial issues using advanced problem-solving skills.
Market Analysis Promote products
Conduct opportunity size analysis
Understand and communicate industry trends to a broader Xylem team to increase potential for sales within the Power industry
Work closely with the product team to build business cases necessary to support new or enhanced product solution development
Be an ambassador/SME for the Power vertical market within the Water Solutions and Services (WSS) segment
Coordinate segment level business activities with enterprise level Xylem colleagues
Strategic Leadership Define and execute Xylem’s overall approach to the Power vertical market
Drive growth through differentiated product and service offerings
Direct and coordinate efforts with a team of Vertical Market Leads and Business Developers
Lead vertical specific go to market strategies, including value propositions, messaging, and market campaigns aligned with Power customer needs
Performance & Growth Drive sales pipeline development by partnering with sales and marketing resources to identify, prioritize, and advance qualified opportunities across regions
Increase share of wallet per customer within the vertical
Own the “virtual P&L” for the vertical, including accountability for segment KPI’s
North American Focus, International Responsibility Operate with a focus on the North American market, while identifying potential international opportunities and promoting appropriately
Carry the offer for expansion of our water treatment products and services forward
Interface, collaborate, and support international colleagues
Responsible for Xylem's overall approach to the market and will drive growth by carefully and selectively pursuing actions to differentiate Xylem's product and service offers to the Power market
Provide vertical market leadership to commercial team; identifies and resolves most complex problems and applies problem-solving skills to deal with most situations
Creates market campaigns designed to increase awareness of Xylem solutions and services among internal and external users, influencers, and specifiers
Provides insights and suggestions to the M & A (mergers and acquisitions) team as necessary
Translates industry drivers into actionable market and sales initiatives designed to increase sales into the relevant vertical market
Growth in sales and EBITDA for the relevant vertical market
Growth in rate of success for pursuit of opportunities in vertical market
Increased vertical market sales penetration, measured both by penetration into number of customers, as well as by increased share of wallet captured per customer in the vertical market
Owner of "virtual P&L" of vertical market, (KPI's for role include market P&L)
Directs sales and R&D strategy and direction within customer segment
Critical key account assignments with revenue, profit, and VOC responsibility for Xylem business within a vertical