Regional Manager Water Utilities

  
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! For more information, please visit us at www.xylem.com​. 

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, Emerging Leaders, and Working Parents Networks.
   

The Role: 

To build, maintain and manage strong business related relationships at operational / strategic levels in order to successfully procure business, frameworks, contracts, projects & specification sales on behalf of Xylem Water Solutions UK Ltd and increase the wider Xylem brand profile within the UK Municipal market, (Thames Water & Southern Water) and to manage the local sales team and framework business within the defined Water Utilities. 

Essential Duties/Principal Responsibilities:

• The position is for a ‘Regional Manager’ to cover the Municipal sectors within the defined Region and to manage the relevant Field Sales Engineers, and comprises the following activities;
• As we progress through AMP7, the role of Regional Manager is a key position to provide the Xylem business with an individual who has a mindset and management style focused on how the business can embrace, operate and grow, as well as fulfilling the traditions of the market we currently operate within.   We expect the candidate to become to identify market trends that will determine the shape of AMP7/8 and how the wider Xylem portfolio of offerings can align with these.     
• The main purpose of this role is to develop customer engagement further, by creating long term relationships with the wide portfolio of stakeholders, understanding and communicating customers ‘wants & needs’ back into the Xylem business and developing strategies to deliver customer expectations going forward.   The Regional Manager will be expected to support the development of the account plans along with the Business Development Team and account manage the frameworks to maximise Xylem’s share of wallet
• The position will be responsible for the development of Municipal business created within the defined  geographical region, to ensure Xylem is best positioned for the maximum gain in share of wallet by interfacing with key stakeholders in operational and capital delivery  areas where Frameworks exist, such as:
• Waste Water & Clean Water Products;
• Service Projects, Installs & Refurbishment Works;
• Treatment Products & Projects;
• Instrumentation, Controls & Telemetry Products & Services;
• The position will be responsible for line management of and driving the Field Sales Engineers responsible for the defined Water Utilities and forecasting business on all frameworks on a monthly / Quarterly / Yearly / Amp cycle basis. In addition, the role will be responsible for line management of the regional Scoping Engineer who is responsible for scoping and quoting install/refurbishment work and collaborating closely with the relevant Service Area Management.
• The incumbent Regional Manager (RM), will be tasked within the geographical region by identifying early new Water Company frameworks (i.e. Treatment, Leakage, Pump Supply), whilst managing existing frameworks/sales performance.
• It is expected the RM will lead such high level opportunities from ‘seed to flower’, and align with the Xylem supporting functions internally to ensure that the business is best positioned to win and become further recognised within the geographical region with Contractors/Consultants/Water Co’s to enable Xylem UK to further develop high level relations to procure incremental business by the securing new frameworks/contracts and by outperforming our competition.
• To work in close co-operation with the Water Utility Sales Director and the Internal Bid Teams, as well as the local Field Sales Engineers, Product Champions i.e. Treatment, ICA, Clean & Waste Water Products in developing the sales growth through Contractors, Engineering design consultants and Municipal contacts in line with Xylem Water Solutions Strategy.   This to include both product and service sales revenue, with a clear focus on market business development for short, medium and long term projections.
• The requirement will be to work with the local Xylem Service Area Manager & Service Teams to ensure above market rate growth within defined area Operations, the Capital Delivery Contractors, M&E Contract Partners to win both Product Sales and Service Sales whilst ensuring an aligned and channeled approach.
• To develop and maintain Xylem Framework Agreement(s) performance and key stakeholder relationships within the defined Water Utilities and the capital delivery arena and work in partnership with these stakeholders to ensure maximum gain in share of wallet and delivery performance is achieved.
• To develop new framework agreement opportunities that suit the Xylem Product/Service capability by developing new relationships within the defined Water Utilities stakeholders by working in partnership with them to ensure Xylem are in a strong position to win and maximise the potential gain in share of wallet.
• To support the development and maintenance of Strategic Business Plans, Key Account Plans and Call Plans for the defined Water Utilities which will include Contractors, Engineering Design Consultants, asset owners and end user contacts to ensure they are being followed, supported and developed by the business in order to drive growth and sustain the strong relationships already in place, thus bringing them closer to Xylem.
• To manage any customer escalations that are received either from the FSEs or from the Client directly and, by collaboration with the relevant internal Xylem department(s), resolve the issues accordingly and liaise with the client at various levels of seniority as required. 

Required Qualifications: 

• At least 3 years working in the Municipal Sector or adjacent markets.
• Engineering or Business qualification that will compensate that level of expertise.
• Must have a good understanding of Windows based computer programs, in particular Excel.
• Experience of using a proprietary CRM system.
• Existing contacts & relationships with relevant Water Company(s), Design Engineers and Key Tier 1 / M&E Contractors (preferable).
• As this role has a requirement for people development, it’s important that the incumbent has the ability to grow, lead and develop a team of external sales staff with the objective of creating a ‘high performing sales and service team within the geographical regions identified.
• Full driving license (preferably clean).

Information

• Location: Farnborough, United Kingdom

Industry experience

Education: Bachelor

Seniority: Expert, Engineer, Consultant

Years of experience: 1 to 5 years

Taxonomy

• Utility Management
• Utilities