Xylem National Sales Manager Industrial (US) in Morton Grove, Illinois
Xylem (XYL) is a leading global water technology company committed to developing innovative technology solutions to the world’s water challenges. The Company’s products and services move, treat, analyze, monitor and return water to the environment in public utility, industrial, residential and commercial building services settings. Xylem also provides a leading portfolio of smart metering, network technologies and advanced infrastructure analytics solutions for water, electric and gas utilities. The Company’s more than 16,500 employees bring broad applications expertise with a strong focus on identifying comprehensive, sustainable solutions. Headquartered in Rye Brook, New York with 2017 revenue of $4.7 billion, Xylem does business in more than 150 countries through a number of market-leading product brands.
The name Xylem is derived from classical Greek and is the tissue that transports water in plants, highlighting the engineering efficiency of our water-centric business by linking it with the best water transportation of all – that which occurs in nature. For more information, please visit us at www.xylem.com .
The Role: Xylem seeks to hire a National Sales Manager Industrial (US). The incumbent is responsible for developing distribution channels for Specialty Flow Control (SFC) products including Flojet, Jabsco and Rule, in the Industrial Segment (OEM & Distribution, ie non-marine and non-beverage markets). This includes the re-engagement and expansion of existing, sleeping or underperforming channels as well as developing new channel partners. It will also include establishing performance measures and targets for these channel partners.
This role must be recognized as an ambassador for the Specialty Flow Control business and its products. The incumbent must have strong drive, business development skills and commercial acumen to liaise with multiple stakeholders. Analyzing industry trends, resolving problems, dealing with complex situations and implementing change are all key for successful performance.
The incumbent manages a team of 3, based in different territory locations in the US. The incumbent is also responsible for his/her own territory in addition to national responsibilities.
Essential Duties/Principal Responsibilities:
Lead the development of medium term sales strategy for the US development and expansion of channels in the Industrial segment
Collaborate with existing channel partners, in the segment regarding increasing sales, identifying new areas for business, sharing success stories
Improve channel partner management through initiatives such as reactivation of “sleeping” channel partners with respect to segment
Analyze distribution and industry trends, recommend new channels and channel partners in growth areas, help with the setup, change management and successful launch of new channel partners
Visit channel partners and influence existing sales force as required to ensure success of existing and new channels developed
Leverage existing OEM growth strategy processes and success stories to build the case for new partnerships and win new business.
Deliver effective presentations, education and customer intimacy initiatives as required to channel partners to help them improve their business and to help Specialty Flow Control win more business from competitors (compelling seminars, demonstrations and other education that conveys technically complex material in an easy to understand way and engages partners with our product and brand).
Represents the company and its values in its relationship with channel partners and other stakeholders at all times.
Brings Voice of Customer information, and key competitor information back to the Specialty Flow Control management teams to enable continuous improvement activities and drive growth.
Manages own territory to established performance criteria and KPI’s as well as leads a team of regional sales managers, coaching and mentoring them to deliver on growth, expansion, margin and other targets.
Continuous improvement mindset
Customer Responsiveness & intimacy
Sales strategy & planning
External: Industry associations; channel partners;
Internal: SFC business, Sales teams, BDMs, Applications support
Bachelor's Degree in related field
7+ years of related experience in a sales leadership role in a similar industry (hygienic or diaphragm pump background an advantage)
Business development experience through channel partners essential
Sales Leadership, managing and coaching a team to achieve success
Demonstrated successful performance and expansion of own sales territory
Cross functional collaboration in a complex environment
Planning and execution capabilities
Motivation & sales driven mindset
Experience with distributors and sales staff across region
Self-sufficiency and initiative
Outstanding customer service
(The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)
Light lifting (20-25 lbs.), office environment
Regularly required to sit or stand, reach, bend and move about the facility
(The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)
May be located in Xylem office or home office, preferably located near a major airport
40 hours plus outside hours as required for travel
50-75%travel required and participation in meetings across different time zones