Regional Sales Manager - OEM

Xylem |?z?l?m|

1) The tissue in plants that brings water upward from the roots;
2) a leading global water technology company.

We’re a global team unified in a common purpose: creating advanced technology solutions to the world’s water challenges. Developing new technologies that will improve the way water is used, conserved, and re-used in the future is central to our work. Our 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 analytics solutions for water, electric and gas utilities. In more than 150 countries, we have strong, long-standing relationships with customers who know us for our powerful combination of leading product brands and applications expertise with a strong focus on developing comprehensive, sustainable solutions. For more information, please visit us at www.xylem.com

If you are excited and passionate about helping us solve water, we want to hear from you!

The Role: Xylem seeks to hire an OEM Regional Sales Manager. This position is responsible for the sale of Xylem products, programs and services to OEM’s in the Central US Region, key states also include Texas, Oklahoma, New Mexico, Colorado, Kansas etc. Individual will assist in development and execution of the OEM strategy; including: account segmentation, prioritization, planning, and execution.

Essential Duties/Principal Responsibilities:

• Identify Sales, Margin and SOW growth targets for various assigned accounts within region. Directly responsible for growing sales across account base and increasing platforms within existing accounts. Identify NEW OEM accounts and / or new business development / market opportunities and call on those respective accounts; Classify A /B account utilizing VBCE principles. Prepare Value Proposition Statements to be presented to OEM Sales Manager - Americas; also, oversee the integration of synergy products for all ACT products.
• Prepare sales quotations, select and size equipment per customer specifications, negotiate and/or assist in crafting complex proposals, Communicate and coordinate with OEM Application and customer service, Product Marketing, Engineering, and other relevant departments to promptly and accurately address customer issues. Train OEM Engineering teams on ACT selection programs and policies.
• Develop and implement sales and marketing plans for the promotion of ACT products in the assigned region, specifically for the Top 5 sub-markets; Boilers, Chillers / Process Cooling, RO and Filtration, Vehicle Wash and Packagers. Work closely with OEM Inside Sales and Marketing Teams to identify Product enhancement and / or Product Development opportunities. Lead the development of both short and long range financial plans, budgets, and other business metrics based on broad VC goals and growth objectives for the region.
• Make prospecting calls to end customers, distribution channel partners, OEMs and EPC firms.
• Actively collaborate with colleagues throughout ACT, Flow Control, and Heat Transfer divisions to ensure Xylem interests are well represented within all market segments. Work closely with OEM and selling channels within the region, to determine best method to support OEM; including selling through distributors.
• Participate in meetings both with and without customers, as necessary for the purpose of developing strategies, reviewing performance, disseminating information on new products, sales policies and pricing, etc.
• Identify and evaluate distributor candidates for the Commercial Pool market; develop plans to align best customer support to help grow their business.
• Assist in selecting the right products for the total solution utilizing computer sizing and selection programs as required.
• Assist in determining specifications or design features through the Voice of the Customer to improve customer satisfaction and expand the scope and application of current product line. Identify and share competitive practices to Sales team and Marketing.

Minimum Qualifications: Education, Experience, Skills, Abilities, License/Certification:

• S. Business, Marketing, Engineering or related field.
• 5 years’ experience in channel management and related technical sales experience – Water Filtration RO Systems or HVAC Industries preferred
• Solid presentation skills, technical capabilities
• Thorough knowledge of consultative/value based selling.
• Financial Management
• Customer Focus, Negotiation skills, Customer Management and Development, Strategic Business Perspective.
• Effective written and oral communications, Influencing, Cultural sensitivity.
• Central Region- Flexible on Location”
• Basic computer, fast-track market developer, managerial, interpersonal, broad knowledge of vertical market (CBS, Res/Ag or Industrial) industry, trade associations, codes/standards, presentation skills, and excellent technical capabilities.
• Knowledge of Salesforce.com

Physical Demands

• Moderate physical demand and exposure to shop and field elements
• Must be able to lift 70+ pounds.
• Regularly required to stand, reach, bend, squat, push, pull and move about the facility
• Walk or stand at least 6+ hours per day

Work Environment

• Office: Administrative - computer and telephone usage. Operation of basic office equipment and machinery; such as, fax machines, copiers and printers.
• Shop/Job Site: Daily Exposure to warehouse/shop. Exposure to undesirable field elements at treatment plants or contractors site.
• As required to fulfill the duties listed above (typically 50%).

EOE including disability and veteran