Territory Sales Manager

Houston, TX, United States

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: This is a great opportunity to join the Tideland Signal, a Xylem brand, sales organization covering the North American territory and responsible for maintaining, developing and expanding a diverse customer base for Tideland Signal’s portfolio of Navigation Aids.  The customer base includes Offshore Oil & Gas companies, Ports & Harbors, Product resellers, Coast Guards as well as new customers from the growing portfolio of applications we support.

As part of the Americas sales team, you will be direct reporting to the Ocean and Coastal Vertical Market Sales Manager, AMERICAS.

ESSENTIAL FUNCTIONS:

While this position manages a large installed customer base, we are looking for someone to drive new business, and develop new accounts. Experience with NAV Aids, Ports & Harbors, Coast Guards, and Oil and Gas offshore companies is highly desirable.  Specific responsibilities for this position include:

Developing a solid baseline of understanding about Tideland’s products, applications and various operating segments and engaging our customers in our unique, service-focused manner. You will be comfortable in learning about complex technologies, regulations and navigation concepts. Our customers will be looking to you for expertise, a key part of the Tideland value proposition

Recommending and positioning products and solutions to customers, based on their needs and requirements; going above and beyond in both pre and post-sale customer engagement to ensure Tideland preference in the long run

Understanding and recommending market development initiatives.  This includes working with the marketing team on expanding our presence at industry events, webinars, and other market facing developments.

Be willing to find new customers, liaising with engineers and consultants and generally improve our exposure.

Responding to RFPs and other procurement methods while being responsive to customers' questions regarding products, prices, availability, product uses, and credit terms.

Maintaining strong communications and tracking disciplines including Sales Force, market feedback and management reports. You will be comfortable in suggesting changes to products, services, and policy by evaluating results and competitive developments.

Collaborating in a spirited sales and marketing team –we expect you to positively contribute to our culture and work with a variety of internal departments to provide customer and market insight, shape our go to market approach and demonstrate leadership.  If you are a lone ranger or require a highly structured prescribed sales approach, we may not be the right fit.

MINIMUM QUALIFICATIONS:

This position calls for a mix of account management and new business development skills – and have an industry background in marine navigation or broader relevant sector experience. Specifically, we are looking for:

A degree in an engineering, science or business discipline.

+5 years relevant experience in sales with demonstrated performance of meeting and exceeding targets

Strong internal and external customer service orientation, excellent written and verbal communications

Culture is important – in our rigorous selection process, we will be looking for team work, organizational skills, client engagement, eagerness to learn and a work ethic that reflects commitment to objectives.

Demonstrated proficiency in Office applications including Word, Outlook, PowerPoint and Excel is required. Familiarity with SFDC/CRM.

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.)

Light lifting (20-25 lbs.), office environment

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: Be prepared to travel within North America and the Caribbean as necessary to meet with clients and customers.It is estimated 30% to 50% of your time will be travelling.

Location: Houston, Texas

EOE/FEMALES/MINORITIES/PROTECTED VETERANS/DISABLED