Key Account Manager (m/f/d), European Channel Partners, Remote / Homeoffice

Job Description

Xylem |ˈzīləm|

1) The tissue in plants that brings water upward from the roots;

2) A leading global water technology company.

Xylem is a leading global water technology company with over 16.000 employees dedicated to solving the world’s most challenging water issues. We are a 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.

Job Summary : Key Account Manager (m/f/d) for our Channel Partners

Nearly 50% of our European business today is happening with the involvement of indirect sales channels in Europe. While we have country specific sales channels covered within the responsibility of pour commercial teams and Key Accounts and OEMs by our Key Account and OEM COE, we are lacking today the appropriate interface in Xylem to interact from a central point with international purchasing / wholesaler groups. This is potentially creating inefficiencies in so far, that we are not using the power of existing business relations in one part of the target organization to enable and motivate successful business collaboration with the entire organization.

This position will account manage a number of international groups. This includes the identification of such targets in Xylem’s business environment, developing a plan of how to approach these accounts, developing a joined plan for business expansion with such accounts and finally executing the plan in close collaboration with our regional sales teams. The position also acts as a focal point to understand the channel needs, identify existing gaps in Xylem’s support for the channel and communicate those back into Xylem to get them addressed.

Location: Homeoffice/Remote in the DACH region with regular presence on-site at the Xylem locations. Ideally living close to one of our main locations. Travel across Europe.

Essential Duties/Principal Responsibilities:

• The Key Channel Account Manager (KCAM) develops and maintains a target list of all potential accounts to be covered within his / her responsibility. This has to include clear opportunity mapping, including vertical segment, region and product range covered as well as specifying potential financial benefits (expansion potential).
• The KCAM develops strong relationships with key decision makers at targeted purchasing / wholesaler groups in coordination and cooperation with local sales teams and is responsible for ensuring overall relational coverage on own and target organization.
• The KCAM builds the account plan for the targets in close cooperation with local sales teams.
• The KCAM is responsible for defining and tracking mutually agreed KPIs with the account. (S)he is also responsible for the development of required corrective measures in case targets are not met.
• (S)he will support all aspects of the sales process and contributes to ensuring that our One Xylem approach delivers a maximum value proposition to the account. In particular (s)he will be responsible for Xylem’s communication to the targeted group.
• Improve channel partner management in collaboration with other members of the Channel Management COE
• Visit channel partners and influence existing sales force as required to ensure success of existing and new channels developed
• Represents the company and its values in its relationship with channel partners and other stakeholders at all times.
• Brings Voice of Customer information, and key competitor information back to the EU CT management teams to enable continuous improvement activities and drive growth.

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

• Bachelor's Degree in related field
• 5+ years of related experience
• Business development experience through channel partners
• Sales Leadership
• Cross functional collaboration in a complex environment
• Planning and execution capabilities
• Motivation & sales driven mindset
• Experience with international distributors and sales staff across different cultures in EMEA
• Self-sufficiency and initiative
• Outstanding customer service

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.

For questions regarding this opportunity, please reach out to Niklas Naunheim, Sr. Corporate Recruiter at +49 1621374371.

We are looking forward to your application!

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.

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