Director

Director

Requirements

• Bachelor’s degree in related field or equivalent combination of education and experience.
• A minimum five years of successful sales management or management experience.
• Thorough knowledge of consultative/value-based selling.
• Five years’ experience in related field of pumps, pumping systems, equipment rental or construction preferred.
• Previous experience in the use of Salesforce.com or other CRM’s is required.

Responsibilities

• Work together with Marketing and Service Center Managers to understand market trends, competition, and develop new market growth strategies.
• Maximize financial performance of the region by expanding the rentals and sales of Xylem products and services.
• Grow and maintain an effective sales pipeline utilizing SalesForce.com. Maintain a Pipeline Revenue health >85%.
• Coach and mentor the regional sales team and own the Sales Representative on-boarding process for all sales reps within the region. Provide input on each Direct Sales Rep’s (DSR’s) performance based on clearly communicated expectations.
• Develop complex commercial sales strategies focused on long term business and growth within accounts and geographies; this will include any demand generation activities (sales blitz, digital marketing campaigns, etc.).
• Develop a bottoms up, market based financial understanding of assigned territory.
• Work in conjunction with Marketing to drive bid reporting services and lead management in addition to build company image to drive new opportunities and brand recognition within the region.
• Identify, develop and implement local marketing strategies to expand penetration of Xylem’s products.
• Partner with Marketing to manage sales blitzes, distributor and industry conferences, trade shows and other trade organizations to drive sales within the Region.
• Manage selling costs and travel expenses as well as approve budgets and Strive to operate within approved budgets for each fiscal quarter and year.
• Approve traveling and selling expenses for the Sales Representatives and Territory Managers (if applicable) and any other direct report in the Territory; to review and report on related monthly activity, implement corrective actions to compensate for sales and/or order shortfalls, and to institute remedial action as required.
• Attain target gross profit margins and sales and rental volumes (as required) to maintain profitable operations and to enhance the company’s position and future growth in the industry.
• Supervise the obtaining of data as to the sales plans, selling effort, markets, products and prices of competitors to the extent that such data will be beneficial for managing the company, determine marketing plans and policies, and assist manufacturing.
• Serve on and constructively participate in such committee activities as assigned by the VP of Sales.
• Supervise the preparation and interpretation of sales and marketing reports as may be needed for guidance and use of company executives and sales division personnel.
• Guide personnel in building goodwill with present/prospective customers and assume the obligations of good citizenship him/herself and to participate in worthwhile community and national activities as may be required for sound public relations for the company.

Preferred Qualifications

• Effective leadership, motivational, organizational and communication skills (written/verbal).
• Effective coaching and mentoring skills are required.
• Effective interpersonal skills with customers, employees, and management team.
• Experience leading through influence.
• Ability to effectively communicate verbally and in writing.
• Strong teamwork and organizational skills with the ability to multi-task.
• Ability to demonstrate effective negotiation and influencing skills along with knowledge of selling practices and techniques.
• Ability to provide superior customer service.
• Proven presentation and communication skills including face-to face interaction.
• General knowledge of mechanical and pumping designs; hydraulics; pneumatics; water flow; diesel, gas and electric motors.
• Proficiency in Microsoft Office products and the use of computer applications.
• Ability to meet and continuously maintain authorization to operate a company vehicle.