We're Hiring an Executive Sales Representative - (New Business Only ) in the West! What You'll do:Business Development & ProspectingOpportunity 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 CompetenciesHunter 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.
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Theestimatedsalaryrangeforthispositionis$115,000to$140,000,pluscommissions.Startingpayisdependentonmultiplefactors,suchasskills,experience,andworklocation,andisnottypicallyatthetopoftherange.AtXylem,weofferacompetitivecompensationpackagewithagenerousbenefitpackage,includingMedical,Dental,andVisionplans,401(k)withcompanycontribution,paidtimeoff,paidparentalleave,andtuitionreimbursement.
