Capital Accounts Manager

Xylem; Lowell (MA); On-site; USD 120,000 - 180,000; Full time

Job summary

Xylem seeks a Capital Accounts Manager, Sales & Business Development to identify, develop, and close industrial water and wastewater treatment opportunities in pharma, microelectronics, data centers, beverage and advanced manufacturing sectors. You will leverage technical expertise and Xylem Light Industries technologies to grow the territory, with guidance from the Director of Capital Sales.

Responsibilities include building a robust pipeline, engaging executive stakeholders, and coordinating

Qualifications

• BS degree in engineering or technical field.
• 7+ years in industrial water treatment, engineered systems or related sales.
• Track record closing capital projects >= $500k.
• Knowledge of commercial terms and project risk.

Responsibilities

• Meet order, revenue, and profitability targets through pipeline development and closing opportunities.
• Maintain qualified opportunity pipeline and accurate CRM forecasts.
• Prospect territory via direct engagement, events, and networking to grow customers.
• Build relationships with executives and engineers to influence specifications and win opportunities.
• Collaborate with internal teams to develop proposals, negotiate contracts and ensure project execution.
• Work with enterprise teams to deliver integrated solutions addressing water and sustainability goals.

Skills

Hunter mindset

Technical sales

CRM proficiency

Relationship building

Education

BS in Engineering

Tools

CRM (Salesforce)

Forecasting tools

Job description

Xylem is a Fortune 500 global water solutions company dedicated to advancing sustainable impact and empowering the people who make water work every day. As a leading water technology company with 23,000 employees operating in over 150 countries, Xylem is at the forefront of addressing the world's most critical water challenges. We invite passionate individuals to join our team, dedicated to exceeding customer expectations through innovative and sustainable solutions.

Job Summary:

We are currently seeking a talented professional to become our Capital Accounts Manager, Sales & Business Development who is accountable for identifying, developing and signing new industrial process water and wastewater treatment business opportunities by leveraging technical expertise and Xylem Light Industries technologies portfolio serving Pharma, Microelectronics, Data Centers, Beverage and Advanced Manufacturing segments. Working with little supervision, receiving general guidance and direction from Director of Capital Sales and Business Development, the position will have responsibility for growing business through value-based technical and consultative sales in the assigned territory.

Compensation includes competitive base plus generous commission schedule. Position is allowed a company car.

Responsibilities Include:

• Achieve assigned order booking, revenue, and profitability objectives through identification, qualification, development, and closure of industrial water and wastewater treatment opportunities from initial lead through booking and project handoff.
• Create, build, and maintain a pipeline of qualified opportunities sufficient to support current and future business objectives; maintain accurate CRM records and forecasting.
• Actively prospect within the territory through direct customer engagement, Lunch & Learns, trade shows, industry events, networking, and other business development activities to develop new customers, expand existing accounts, and build and execute account plans for top target customers within the Microelectronics, Pharma, Data Center, Beverage, and Advanced Manufacturing markets, positioning Xylem early in project development cycles to drive pipeline growth and new order bookings.
• Build relationships with executive decision makers, engineering leaders, sustainability stakeholders, operations leaders, EPC firms, consulting engineers, contractors, and integrators to position Xylem early in project development cycles, influence specifications, and uncover new opportunities.
• Consistently research and monitor market activity, competitive developments, industry trends, and customer investment plans to identify and pursue new business opportunities.
• Leverage and collaborate with Applications Engineering, Project Management, Service, Operations, Finance, Legal, and other internal resources to develop solutions, prepare proposals, navigate commercial processes, support contract negotiations and approvals, secure orders, and ensure successful project execution.
• Collaborate across Xylem businesses to identify opportunities for enterprise engagement and deliver integrated solutions that address customer water, wastewater, reuse, and sustainability objectives.

Qualifications:

• BS Degree (Engineering or other technical discipline preferred)
• 7+ years of experience in industrial water treatment, engineered systems, process solutions, capital equipment, or related technical sales environments.
• Demonstrated success developing and closing capital project opportunities valued at $500,000 and above.
• General understanding and experience with commercial terms and conditions, contract structures, and project risk considerations.
• Ability to travel within the assigned territory up to 50%.

Successful Candidate Profile:

• Proven and driven hunter who enjoys creating opportunities, winning new business, and closing deals.
• Self-starter who takes ownership, works independently, and delivers results.
• Strong technical and commercial skills with the ability to solve customer problems, navigate customer organizations, and put deals together.
• Effective at building relationships with executive-level decision makers and leveraging internal resources to move opportunities forward.
• Comfortable using AI and other digital tools to improve productivity and sales effectiveness.

Join the global Xylem team to be a part of innovative technology solutions transforming water usage, conservation, and re-use. Our products impact public utilities, industrial sectors, residential areas, and commercial buildings, with a commitment to providing smart metering, network technologies, and advanced analytics for water, electric, and gas utilities. Partner with us in creating a world where water challenges are met with ingenuity and dedication; where we recognize the power of inclusion and belonging in driving innovation and allowing us to compete more effectively around the world.

At Xylem, you'll not only contribute to solving water issues but also hav