Key Accounts Manager – Mining
Xylem · Salt Lake City, Utah, United States
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.
Xylem is hiring a Key Account Manager- Mining!
Job Description Summary
The Business Development / Key Account Manager – Mining is a senior individual contributor responsible for leading Xylem’s strategy and relationship with a select portfolio of strategic mining customers. The primary objective of this role is to significantly grow Xylem’s business within these key accounts by creating a differentiated, high-touch customer experience and making it easier for customers to do business with Xylem.
Rather than broadly prospecting across the mining market, this role is focused on going deeper with a small number of priority accounts where Xylem sees significant opportunity for growth.
The Business Development / Key Account Manager will develop an intimate understanding of each customer’s operations, priorities, challenges, stakeholders, projects, and long-term plans. Working alongside a small, dedicated account team, this individual will serve as the primary point of connection between the customer and Xylem, coordinating the resources necessary to respond to the customer’s needs quickly and effectively.
The goal is simple: know these customers better, serve them better, and substantially grow Xylem’s business with them.
Key Responsibilities
Strategic Key Account Leadership
- Own the overall account strategy and relationship for a defined portfolio of a handful of mining customers.
- Develop and execute comprehensive account plans designed to significantly grow Xylem’s business within each customer.
- Build a deep understanding of each customer’s operations, organizational structure, priorities, investment plans, challenges, decision-making processes, and key stakeholders.
- Identify opportunities to expand Xylem’s presence across customer sites, applications, projects, and operations.
- Establish clear priorities and growth objectives for each assigned account.
Single Point of Contact
- Serve as the primary commercial and operational point of contact and trusted partner for assigned strategic customers.
- Create a high-touch customer experience that provides customers with a clear and consistent path into Xylem.
- Take ownership of customer needs and coordinate internally to resolve issues, answer questions, develop solutions, and mobilize appropriate resources.
- Minimize the need for customers to navigate multiple Xylem functions, teams, and contacts independently.
- Maintain visibility across customer interactions to create continuity and accountability throughout the relationship.
Dedicated Account Team Leadership
- Provide strategic direction and coordination for a small team of resources dedicated to supporting the assigned accounts.
- Establish clear account priorities so frontline team members understand where to focus and how to support the overall customer strategy.
- Coordinate the involvement of sales, service, engineering, operations, treatment, applications, and other resources when specialized expertise is required.
- Lead through influence rather than traditional people-management authority, creating alignment across functions around the needs of the customer.
- Ensure commitments made to customers are effectively coordinated and followed through.
Customer Relationship Development
- Develop strong relationships across multiple levels and functions within each customer organization.
- Build relationships beyond individual buyers or locations to better understand the customer's broader organization and business.
- Maintain regular engagement with customer decision-makers, operational leaders, technical stakeholders, and other key contacts.
- Become a trusted resource who understands the customer’s business well enough to anticipate needs rather than simply react to requests.
- Represent the broader capabilities of Xylem to the customer rather than a single product, solution, or business line.
Account Growth
- Identify opportunities to increase Xylem’s share of business by $10M+ within existing strategic accounts.
- Understand where customers currently use Xylem solutions, where they do not, and where additional value can be created.
- Develop strategies to expand Xylem’s involvement in existing operations, upcoming projects, and longer-term customer initiatives.
- Connect customer challenges with appropriate Xylem capabilities across dewatering, pumping, water management, treatment, service, and related solutions.
- Build and maintain visibility to opportunities, customer priorities, competitive activity, and account growth plans.
- Measure progress against established account growth objectives.
Customer Advocacy & Internal Coordination
- Serve as the voice of the strategic customer within Xylem.
- Translate customer priorities and challenges into clear actions for internal teams.
- Remove internal barriers that create unnecessary complexity or delays for strategic customers.
- Bring the appropriate Xylem resources together around significant customer needs and opportunities.
- Maintain accountability and communication across the account team so customers experience Xylem as one coordinated organization.
Qualifications
- Bachelor’s degree in business, engineering, mining, or a related field, or equivalent relevant experience.
- 7+ years of experience in key account management, strategic sales, business development, technical sales, mining, industrial water, dewatering, pumping, or a related field.
- Demonstrated experience managing and growing complex, strategic customer relationships.
- Experience working with large customers involving multiple locations, stakeholders, decision-makers, or business needs.
- Strong understanding of consultative selling and strategic account management.
- Ability to navigate complex organizations and build relationships across operational, technical, commercial, and executive levels.
- Demonstrated ability to coordinate cross-functional resources without direct reporting authority.
- Strong business and commercial acumen.
- Excellent communication, relationship-building, negotiation, and problem-solving skills.
- Ability to travel regularly to customer and mining locations.
Preferred Qualifications
- Direct experience within mining, mineral processing, dewatering, industrial water, or related industries.
- Experience managing large national, regional, or enterprise-level accounts.
- Understanding of mine water management, dewatering, pumping, water treatment, and related applications.
- Experience developing multi-year strategic account plans.
- Experience expanding relationships across multiple customer sites or operations.
- Established relationships within the North American mining industry.
Key Competencies
- Strategic Account Management
- Customer Relationship Management
- Customer Advocacy
- Commercial Acumen
- Consultative Selling
- Account Planning
- Cross-Functional Leadership
- Executive Relationship Development
- Opportunity Development
- Problem Solving
- Influence Without Authority
- Mining Market Knowledge
Salary:
The estimated salary range for this position is $150,000 to $165,000 plus bonus. Starting pay is dependent on multiple factors, such as skills, experience and work location, and is not typically at the top of the range. At Xylem we offer a competitive compensation package with a generous benefit package, including Medical, Dental, Vision plans, 401(k) with company contribution, paid time off, paid parental leave and tuition reim