Executive Sales Representative - New Business… at Xylem · La Mirada

What You'll do:

Business Development & Prospecting

• Develop and execute territory growth plans targeting municipal wastewater utilities.
• This is a pure hunting role, focused on driving growth through proactive prospecting and new business development.
• Build a robust sales pipeline through cold outreach, industry networking, conferences, referrals, and strategic account targeting.
• Identify utilities facing challenges related to nutrient removal, collection systems, regulatory compliance, PFAS, biosolids management, asset condition, workforce shortages, and aging infrastructure.

Opportunity Qualification

• Engage utility executives, plant managers, operations leaders, engineers, and public works directors to understand business needs.
• Qualify opportunities based on project scope, funding availability, capital improvement plans, regulatory drivers, and stakeholder alignment.
• Prioritize opportunities that align with strategic growth objectives and service capabilities.

Consultative Selling

• Deliver compelling presentations and solution demonstrations tailored to utility operational goals.
• Develop value-based business cases that quantify financial, operational, environmental, and customer service benefits.
• Collaborate with engineering, operations, and technical experts to design customer-specific solutions.

Negotiation & Closing

• Lead contract discussions with municipal decision-makers, consulting engineers, and procurement teams.
• Navigate public procurement processes, RFPs, cooperative purchasing vehicles, and service agreements.
• Secure new contracts while protecting margin and supporting long-term customer success.

Transition & Growth Enablement

• Ensure smooth handoff of awarded projects to operations, account management, and customer success teams.
• Support implementation teams during project startup to strengthen relationships and identify future opportunities.
• Establish a foundation for long-term account growth and customer retention.

CRM & Pipeline Management

• Maintain accurate opportunity tracking, forecasts, customer contact plans, and account activity within CRM systems.
• Provide clear visibility into pipeline health, revenue projections, win probabilities, and strategic account plans.

Critical Success Metrics

• New utility customers acquired
• Annual bookings and revenue attainment
• Qualified pipeline growth
• Opportunity-to-award conversion rate
• Strategic utility relationships established
• Multi-year contract wins
• CRM compliance and forecast accuracy

Required Competencies

Hunter Mentality

• Naturally driven to identify and pursue new opportunities.
• Persistent and resilient when navigating long municipal sales cycles.
• Demonstrated ability to create opportunities where no prior relationship exists.

Utility Industry Knowledge

• Understanding of municipal wastewater treatment, collection systems, regulatory requirements, and utility operations.
• Knowledge of funding mechanisms including rate-based investments, grants, SRF funding, and capital improvement programs.

Executive Communication

• Ability to engage utility leaders, public works directors, city managers, consulting engineers, and elected officials.
• Strong presentation and storytelling skills that connect operational challenges to measurable business outcomes.

Strategic Relationship Management

• Skilled at building trust across multiple levels of utility organizations.
• Ability to influence both operational and executive stakeholders.

Sales & Commercial Acumen

• Proven success in complex B2G (Business-to-Government) or infrastructure-related sales environments.
• Experience managing long sales cycles, competitive pursuits, and public procurement processes.

What You'll Have:

• Bachelor’s degree in Business, Economics, Finance, Engineering, or a related field, with a minimum of 6 years of relevant experience, or an equivalent combination of education and experience.
• Strong knowledge of municipal wastewater treatment processes, applications, and industry dynamics.
• Proven experience in business development, sales, or account acquisition within a related industry.
• Demonstrated success in a hunter-focused sales role, with a strong track record of proactively prospecting, developing new opportunities, and winning new business.
• Experience driving revenue growth through strategic customer acquisition and market expansion initiatives.
• Proficiency with CRM and business management platforms, including Salesforce and Microsoft Dynamics 365.
• Advanced knowledge of business development strategies, market analysis, and growth planning.
• Exceptional interpersonal, communication, presentation, and relationship-building skills.
• Ability to develop and execute territory growth plans while managing multiple opportunities and stakeholders.
• Ability and willingness to travel up to 50%

Preferred Qualifications:

• Innovative mindset with the ability to identify and implement creative business solutions.
• Proficiency in data analysis tools and software to support business development and market insights.
• Experience with planning, forecasting, budgeting, and resource allocation.
• Proven ability to manage strategic initiatives and improvement projects throughout the project lifecycle.
• Strong project management skills with a focus on execution, results, and strategic alignment.

At Xylem, you'll not only contribute to solving water issues but also have the chance to make a difference through our paid Volunteer Program, Xylem Watermark. We prioritize our employees' well-being through inclusion and belonging as well as our Employee Resource Groups (ERG). Proud to be an Equal Employment Opportunity (including disability and veterans) and Affirmative Action workplace, Xylem fosters an inclusive environment free from discrimination or harassment.

Please note that the information in this job description outlines the general nature of the position and is not an exhaustive list of duties. Xylem is dedicated to providing reasonable accommodations to enable all employees to perform their essential job functions. We reserve the right to modify this job description and assign additional duties as needed. Embrace the opportunity to be part of Xylem's transformative journey in shaping the future of water technology! #XylemCareers #GlobalImpact #WaterInnovation