General Manager

Job Description

The General Manager, Municipal Services has overall Profit & Loss responsibility for the sales, margin and growth of Xylem’s Regional Water Solutions and Services (WSS) organization which services municipalities throughout North America. As the senior member of WSS leadership team, this role is responsible to lead the development and execution of the strategy and managing the portfolio of solutions and services for the business unit. This is a commercially oriented role, where the executive will be outward-facing, presenting solution and services vision to clients and other external stakeholders. The role has direct line responsibility for sales, operations, profitability and market position in the business unit. This role requires a high level of collaboration with Xylem’s Global Operating Divisions and other functional groups. This is a dynamic commercial role in a fast-growing industrial division and requires leadership, business development, sales, channel management, customer service, P&L ownership and product/market experience.

Core Responsibilities and Tasks

• Strategically evaluate the Municipal Services market in North America for growth opportunities for the organization to leverage, incorporating those plans into the short- and long-term strategic planning cycle
• Develop business/growth plans with Xylem and WSS Global Operating Divisions to establish clear roadmaps for North American growth and evaluation of potential international expansion through key accounts
• Create and execute strategies to grow market share on a consistent basis in collaboration with the product management team, operations / supply chain and other functions
• Develop sales plans and budgets, establish sales targets and goals consistent with direction from the Division GMs and other stakeholders
• Create annual operating plan (AOP) for the division
• Make recommendations to M&A team for potential opportunities
• Commercially lead vendor relationship management strategies in concert with strategic sourcing

• Develop strong relationships with existing and potential key customers and partners
• Develop and implement outcome based selling strategies for all opportunities
• Engage with customers of large capital opportunities
• Focus on the importance of exceeding customer requirements
• Establish and maintain effective customer relationships by personally, or in conjunction with others, resolving problems or responding to inquiries
• Promote customer focus in the Region by traveling with the team, visiting customers and key vendors

• Collaborate with operations in the SIOP process and strive to continually improve the process to deliver a robust demand pipeline
• Mitigate risk and grow operational efficiencies for profitable growth
• Support & drive sales process improvement towards operational excellence
• Create, monitor and own the divisional P&L
• Maximize operational efficiency of the Service Professionals with focus on future of work and digital models

• Build sales competencies in direct selling, channel selling, and key account management, to more effectively sell full solutions and services portfolio
• Through leadership and coaching, build a cohesive, connected team of highly productive colleagues with functional capability to deliver revenue and profitability targets
• Acts as Change Agent and provides comprehensive change leadership to evolve business focused on profitable growth and customer centricity
• Consistently monitor leading performance metrics and champion changes for success
• Champion engagement and build organizational and people capabilities; develop future leaders, build the bench with diverse talent; import and export talent
• Live the Xylem High Impact Culture and exemplify our High Impact Behaviors to be inspired to innovate, highly empowered to succeed and highly accountable to deliver
• Drive a collaborative culture, using an open and transparent leadership style, leveraging all products and services to all clients
• Experience in portfolio functions, odor and corrosion control, vapor phase applications, drinking water disinfection, line monitoring, pipeline assessments and capital builds

Position Requirements

• Bachelor’s degree required, MBA preferred
• 7-10 years of regional general management / leadership experience comprised of sales, planning, strategy, P&L leadership and segment management
• Experience with long term capital installments and multi-year operating contracts
• Sound leadership experience of managing teams remotely and across regions & countries
• Ability to understand & build technical process knowledge of water & wastewater integrated systems
• Stretch oriented, embraces and thrives on challenge
• Analytical skills that include the understanding of how to collect critical data, identify key themes and trends and translate them into plausible recommendations
• Ability to collaborate, build followership and buy-in, coach, and drive change across a variety of stakeholder groups in a fast-paced environment
• Continuous improvement mindset
• A high sense of urgency to effectively complete the task at hand
• Ability to balance and promote strategic focus while managing ad-hoc tactical initiatives
• Ability to motivate and drive success and wins through colleagues
• Strong experience in developing effective internal communications in a clear, succinct style
• Successful candidate maintains high ethical standards and works by a strong moral compass
• Successful candidate will be able to effectively convey their ideas and messages both formally and informally, in speaking and in writing. Excellent interpersonal and communication skills are essential. Ability to maintain composure under pressure
• Strong interpersonal skills are essential. Ability to work in a matrix environment, understand the complexities and nuances of a multinational organization
• Successful candidate effectively manages multiple tasks to complete complex projects
• Ability to motivate others by setting a compelling vision for the future and by being a role model

Travel - 30%