Field Sales Engineer- (Thames)
The overall responsibility of this role is to procure business, frameworks, contracts, projects & specification sales on behalf of Xylem Water Solutions UK Ltd and increase the Xylem brand profile within the UK Muni market, specifically in the Thames area of England. The location can be anywhere in the London area of England but Thames Valley would be ideal.
The position will be responsible for the development of business created within Thames Water Operations (Service Sales) and Capital Delivery Contractors & Design Consultants (Product Sales), to ensure maximum gain’s in share of wallet by offering all Xylem products and services which include;
Waste Water & Clean Water Products,
Service Projects, Installs & Refurbishment Works,
Treatment Products & Projects,
ICA Telemetry Products & Services,
New Product offerings such as Pure Technologies Asset Conditioning / Leakage Detection Services
Sensus Metering & Visenti Software Solutions
The incumbent will be tasked within Thames Water by identifying & exploiting new frameworks (i.e. Treatment), existing frameworks/sales, opportunities, new applications (i.e. Pure Technologies/Sensus etc.), and support to ensure that Xylem is further recognised within Thames Water and it’s Contractors/Consultants to enable Xylem UK to further develop high level relations to procure incremental business by securing new contracts and by outperforming our competition.
To work in close co-operation with the Municipal Area Sales Manager, and other field sales engineers, product champions i.e. Treatment, ICA, Clean & Waste Water Products in developing the sales growth through Contractors, Engineering design consultants and Municipal contacts in line with Xylem Water Solutions Strategy. This to include both product and service sales revenue, with a clear focus on market business development for short, medium and long term projections.
The requirement will be to work with the local Xylem Service Area Manager & Service Teams to ensure above market rate growth with Thames Water Operations, the Capital Delivery Contractors, the M&E Contract Partners to win both Product Sales and Service Sales whilst ensuring an aligned and channeled approach.
To develop and maintain the Xylem Framework Agreement performance and key stakeholder relationships within Thames Water and the capital delivery arena and work in partnership with these stakeholders to ensure maximum gain in share of wallet and delivery performance is achieved.
To develop new framework agreement opportunities that suit the Xylem Product/Service capability by developing new relationships within Thames Water stakeholders by working in partnership with them to ensure Xylem are in a strong position to win and maximise the potential gain in share of wallet.
To develop and maintain Account Plans and Call Plans for Thames Water which will include Contractors, Engineering Design Consultants, asset owners and end user contacts to ensure they are being followed, supported and developed by the business in order to drive growth and sustain the strong relationships already in place, thus bringing them closer to Xylem.
To proactively develop and maintain key contracts within Thames Water, Contractors and Infrastructure Customers ensuring discounts/rebate schemes are in place where applicable and are up to date. The discounts/rebate schemes will need to be coordinated with the Xylem back office to ensure correct accruals of fees and discounts are applied as appropriate.
To actively manage the Product Sales Budget, similarly a Service Sales Budget and a Treatment Budget for the Thames Region whilst identifying growth areas to enhance set budgets.
To research and maintain market intelligence, including information on competitors and price levels to assist in day to day decisions and the formulation of strategy and budget planning regarding the allocated markets and products.
To monitor competitor performance on Frameworks in particular, the Thames Water Pump Supply Framework whilst developing strategic plans for new upcoming frameworks i.e. Treatment, ICA, Service, Leakage Detection etc.
Operate a 60/20/20 weekly working ethos, 60% managing existing customers/accounts, 20% Prospecting new customers/opportunities and 20% quote follow-ups, diary management and admin.
Ensuring customer accounts are managed effectively from a Finance perspective by working closely with Xylem Accounts department to ensure accounts do not become overdue and that measures are in place to monitor customer payments.
Ability to organise, facilitate and deliver Product/Service Presentations, Lunch & Learns etc. direct to all Customer variants. Ability to organise customer events such as innovation days, site visits, factory visits and other associated customer facing events as part of the annual marketing plan or the strategic customer business plan for the region.
Any other duties, within your capabilities, as required by Management. i.e. Dispute resolution, troubleshooting customer issues, managing customer complaints, reacting to customer emergency requests.
Commercial experience working in the Municipal Pump / Services Sector or adjacent markets.
Engineering or Business qualification that will compensate that level of expertise and/or qualified by experience
Must have a good understanding of Windows based computer programs, in particular Excel.
Experience of using a proprietary CRM system (preferable).
Existing contacts & relationships with relevant Water Company(s), Design Engineers and Key Tier 1 / M&E Contractors (preferable).
Current or previous membership of relevant industry bodies (e.g. British Water, BPMA) (preferred).
Full driving license (preferably clean)