Director of Sales - Northern Region

Xylem - Pittsburgh, PA3.6

Full-timeEstimated: $110,000 - $140,000 a year
Education
Xylem |ˈzīləm|

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 a Director of Sales, Northern Region. The Director of Sales will be responsible for developing and managing a business development team capable of producing top line sales of value-added system solutions that meet regional sales/profit/revenue objectives. Regions covered by the individual Sales Directors are currently defined as: Northern, Southern, Western, and Mid-Western.

Essential Duties/Principal Responsibilities:
Provide leadership, direction and oversight of the region’s sales function and development of new customers for products and services.
Secure, retain, develop and manage a successful regional team to deliver profitable market share growth
Build a winning customer-centric culture and model it by establishing and fostering strong relationships directly with key customers.
Monitor and report customer, market and competitor activity subordinates, peers and superiors.
Establish individual sales and profits objectives to ensure the attainment of the overall region’s goals
Provide detailed and accurate sales forecast; develop and control regional budget; establish and implement short and long range regional goals, objectives, policies and procedures; present status of region on a regular basis including performance-to-plan, new potential business, and threats to performance
Define sales metrics and initiatives that will drive desired outcome, and identify improvements where and when required
Develop and execute regular communications between superiors and subordinates to enable cohesiveness and team strength throughout the region and Company.
Oversee the preparation of customer facing sales presentations, exhibits and promotional programs
Complete field visits on a regular basis to monitor performance, coach selling skills and customer interactions
Directly support major, critical and developing client accounts.
Participate in the development of new project proposals
Represent the Company at various community or business events
Build and maintain relationships with internal stake holders to support needs of the region and Company (Project Management, Technical Support, Marketing, Network Operations, R&D, Quality, etc.)
Serve as the primary escalation point for field –related issues and activities

Distribution:
Establish strategic direction within the region
Manage existing distribution sales channels including onboarding, contracts, training, strategy and compliance
Ensure that distribution can provide sufficient resources, service and inventory to support customers
Manage communications between Sensus and the Distribution network
Ensure participation in Sensus programs, such as VAR and ongoing field support
Resolve channel conflicts & direct sale activity
Support regional distributor activities

Embrace Sale Force as a CRM in order to accomplish:
A data base of pipeline opportunities
Drive these opportunities to a successful close as quickly as possible
Sales process actions items are identified and acted upon by date and responsibilities
Key account material is attached as necessary
Account profiles are updated as needed
Reporting to this position
Territory Manager – TM
Senior Territory Manager = STM
Manager, Technical Solutions – MTS
Senior Manager, Technical Solutions – SMTS
The employee is expected to be ethical and professional at all times
Must be able to exercise good judgment, demonstrate leadership qualities, and communicate the company vision, purpose and value to the customer.
Must convey a professional and positive image that promotes and enhances the Sensus brand.
Must have the ability and willingness to travel as dictated by the needs of the job requirements.
Additional duties and responsibilities may be added or deleted at the Company’s sole discretion with or without prior notice.
Minimum Qualifications: Education, Experience, Skills, Abilities, License/Certification:

Bachelor degree in Business, Marketing, or Engineering
5 to 10 years sales management experience in a technical solutions selling field supported with front-line account management experience and performance driven management experience
Knowledge and experience in a technically orientated, network solutions environment
Demonstrated experience in managing using a prominent CRM such as salesforce.com
Experience using a proven strategic selling process such as Miller Heiman
Ability to articulate and communicate company vision, purpose and value to customers
Ability to negotiate significant business contracts with Marketing support
Ability to communicate and develop strong relationships with executive management in distribution organizations and key accounts

Physical Demands:
(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.)

Regularly required to sit or stand, reach, bend and move about the facility

Work Environment:
(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.)

Office: Standard office equipment; work usually performed in an office setting free from any disagreeable elements.
Standard weekly job hours: 40 hours
Travel: 75%
EOE including disability and veteran