Strategic Account Manager

Xylem |ˈzīləm|

1) The tissue in plants that brings water upward from the roots;

2) a leading global water technology company.

Xylem, a leading global water technology company dedicated to solving the world’s most challenging water issues, is the leading global provider of efficient, innovative and sustainable water technologies improving the way water is used, managed, conserved and re-used. Our international team is unified in a common purpose: creating advanced technology and other trusted solutions to solve the world’s water challenges. We are committed to creating an organization of inclusion and diversity, where everyone feels involved, respected, valued and connected, and where everyone is free to bring their authentic selves and ideas.

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

The Role: The Strategic Account Manager expands and maintains relationships with Xylem’s most valued customer and client accounts.  These accounts are mostly water utilities, with the exception being a defined group of Consultants and Contractors that are closely aligned with Xylem’s water utility accounts. Assigned to Five to Ten identified strategically large complex accounts, the Strategic Account Manager is responsible for achieving orders growth and assigned KPIs specific to the account. The Strategic Account Manager represents all of Xylem’s business interests to the assigned accounts, while leading the account planning cycle and ensuring the assigned accounts’ needs and expectations are met by Xylem Inc.

The Strategic Account Manager also indirectly leads a defined team of sales and business development professionals that serve the account from each of our traditional lines of business and traditional channels to market – including third party.  Some key strategic aspects of the role include a rich understanding of the account’s goals (formal & informal), joint long-term planning, and new product introduction. The successful Strategic Account Manager will establish/build a deep network of trusted relationships throughout Xylem’s internal and channel teams, from which they can best serve their accounts. The Strategic Account Manager Reports to the Director of Sales, Account Management & Digital Services.

In short, this role represents some of our best commercial sales leaders assigned to drive growth through our top strategic accounts.

Essential Duties/Principal Responsibilities:

• Establishes productive, professional relationships with key personnel in assigned accounts broadly across their Utility Organization.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and expectations.
• Meets assigned targets for profitable sales volume and strategic business objectives in assigned accounts.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a multi-yeartime period.  Given our sales cycles this role is focused on long term growth of the total account – year over year.
• Proactively assesses, clarifies, and validates account needs on an ongoing basis tying the account need to our Products and Services to create outcomes.
• Leads solution development efforts that best address account needs, while coordinating the involvement of all necessary Xylem resources.
• Enlists the support of sales, marketing, product management, engineering, operations and all other resources required on an as needed basis.  Utilizes Account Based Marketing (ABM) as a key tool.
• Closely coordinates company leadership and executive involvement with account management as required to establish peer to peer selling.
• Works closely with Customer Service to ensure customer satisfaction (positive net promoter score) and problem resolution is managed in a timely manner.

Additional Responsibilities:

• Contract negotiations with Strategic accounts and Channel partners
• Ability to work in a non-structured environment
• Meets assigned expectations for profitability
• Achieves strategic account objectives as defined by leadership
• Completes strategic account plans that meet company standards
• Inspires other sellers to participate and engage inside of the assigned account(s) – especially Channel partners
• Maintains high customer satisfaction ratings (positive net promoter score)
• Additional duties as assigned

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

• Four-year college degree from an accredited institution
• Minimum five years of strategic account sales experience in a business to business sales environment
• Excellent presentation skills with small, large and diverse groups
• PC proficiency, CRM, Strategic Pricing and all relative Microsoft Suite products

Preferred Qualifications:

• Master of Business and Administration
• Participation in the Strategic Account Management Association

We Offer You More Than Just “A Job”

• Professional Development – To advance the capabilities of our people, we offer a wide variety of experiences to support our employees’ professional growth and continuous learning.
• Total Rewards – We offer comprehensive programs for compensation, benefits, recognition, learning and development, work-life integration and corporate citizenship.
• Watermark – Watermark is our corporate social responsibility program working to provide education and access to safe water to ensure healthy lives, gender equality, and resilient communities. Employees have the opportunity to learn and volunteer on various water-related projects.
• Employee Networks – Our Employee Networks provide a professional, supportive network for employees from diverse backgrounds, including Women’s, LGBT+ and Allies, Veteran’s, People of Color and Allies, Hispanic Origin & Latin Affinity, Emerging Leaders, Working Parents Networks and Non-Native English Speakers and Allies.

Physical Demands/Work Environment:

(The physical demands and work environment described here are representative of those an employee encounters and must be met 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 pounds), office environment
• Ability to safely operate a company vehicle continuously for a minimum of 2 hours per day as needed
• Regularly required to sit or stand, reach, bend and move about facility
• Office:  Standard office equipment; work usually performed in an office setting.
• Water Utility Site:  Intermittent exposure to jobsite conditions and hazards; construction sites, industrial plants, wastewater treatment plants, etc.  Intermittent exposure to all outdoor weather conditions; intermittent exposure to shop and job site noise (to maximums of 95 decibels)
• This position requires travel in North America estimated at 50% relevant to physical location and assigned accounts.

Xylem is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.