Sales Operations & Channel Manager

Job title: Sales Operations & Channel Manager

Company: Xylem

Job description: Sales College Station, Texas San Diego, California St. Petersburg, Florida Yellow Springs, Ohio

Description

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 ​.

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: The role will manage Inside Sales team engaged in proactively prospecting for new selling opportunities and supporting field-based selling organization with lead generation. Utilize data analytics to direct selling efforts and sales automation tools to increase sales team productivity. Work closely with Sales managers and Marketing to ensure needs are met. Directly manage and expand relationships and cooperative activities with key channel partners in order to support sales growth objectives.

*This position will be based near one of our Analytics offices*

  • Manage small Inside Sales team including inside selling activities for the Americas.
  • Coordinate outbound calling and Inside Sales team prospecting activities.
  • Refine and maintain key performance metrics for Inside Sales team across all market verticals.
  • Coordinate bid responses as needed, assisting with preparation and submitting bid documents & packages in support of sales team.
  • Manage data mining activities in such tools as GovWin, GovSpend and Dodge.
  • Responsible for registering, tracking, and maintaining registrations and search terms for bid monitoring services.
  • Manage and expand the use of customer web Chat across all product brands as applicable.
  • Direct lead qualification activities for prospects generated from website.
  • Manage inside team selling competencies within each market vertical. Cross-train team members to support selling efforts across key market verticals.
  • Develop selling solution scripts for Inside sales team.
  • Support sales initiatives and campaigns as directed by the Americas Sales Director and provide selling support for Regional and National Sales Managers.
  • Provide timely support to customers across all market segments via phone calls, emails, online tools, and site visits as appropriate.
  • Successful maintenance of all CRM (SFDC) activities including lead assignments, contact management and sales pipeline management.
  • Provide monthly reports highlighting previous month’s activities, achievements and performance.
  • Directly manage Sales Operations Analyst to provide routine reporting of bookings, top customer performance, opportunity pipeline and forecasting.
  • Mine existing bookings data for trends to help direct selling activities.
  • Develop sales automation and sales mobility tools to increase productivity of selling organization.
  • Maintain and further develop professional relationships with assigned key channel partners.
  • Coordinate involvement of company sales and marketing personnel and initiatives in order to meet channel partner performance objectives.
  • Use leadership and sales acumen to train and develop channel partner sales & marketing staff.
  • Develop sales strategies and account plans to meet assigned targets for profitable sales volume and strategic objectives in assigned channel partner accounts.
  • Evaluate channel partner performance via the use of scorecards, rationalize channel partners as needed and drive quarterly business reviews with key channel partners.
  • Ensure compliance with channel partner agreements.
  • Attend trade shows, conferences, visit customers, and attend training meetings as required.
  • Attend Xylem Analytics sales and support meetings in person and via virtual means as required.
  • Occasional travel required.
  • Participation in Xylem Watermark volunteer activities

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

  • 4-year college degree required in relevant field. Natural resources, chemistry, environmental, physical sciences or engineering preferred.
  • Experience in sales or technical support with analytical instrumentation preferred.
  • Computer experience using PC based platforms.
  • Any equivalent combination of acceptable training and experience.
  • Minimum of 2-3 years of prior Inside Sales management experience preferred.
  • Minimum of 2-3 years of channel management experience required.
  • Data analytics experience preferred.
  • Dependable, with demonstrated commitment to customer service.
  • Excellent oral and written communication skills.
  • Customer first mentality with ability to resolve complex customer requests and problems.
  • Well-developed people management skills.
  • Experience managing remote teams.
  • Proven collaborative skills and ability to work within a cross functional environment.
  • Familiarity of working successfully within a matrix environment.
  • Technical lab or field experience working with analytical instrumentation is desirable. Knowledge of analytical water testing instrumentation and applications is a bonus.
  • Capable of managing multiple tasks and priorities and meet designated deadlines.
  • Demonstrates strong organizational skills and self-motivation.
  • Working knowledge of ERP and CRM applications such as Oracle, Salesforce.com, MS Office and SmartSheet.
  • Physical demands of lifting up to 20 pounds from floor to waist or floor to shoulder level on an occasional basis.
  • Bilingualism in English and Spanish an asset.

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.)

  • 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

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.

Expected salary:

Location: USA

Job date: Sat, 11 Dec 2021 07:45:52 GMT

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