Vertical Private Water Account Manager - Automation, Digital Industries

Vertical Sales Process – Industrial Water (Private Market) - Digital Industries

Digital Industries | Vertical Sales – Water & Wastewater, Mexico

Purpose

Accelerate profitable order intake in the private Industrial Water market in Mexico and build it into a repeatable, forecastable vertical business. The Vertical Sales Process– Industrial Water owns demand generation, pipeline creation and deal closure for process water, water and wastewater treatment, reuse, desalination, water efficiency and energy efficiency applications across water-intensive process industries such as cement, power and energy, consumer packaged goods, data centers, semiconductors, HVAC, mining, chemical and petrochemical, pulp and paper, and food and beverage.

The role is expected to generate measurable impact within the first months: prioritizing accounts and segments by potential, urgency, accessibility and probability of conversion; harvesting quick wins in existing accounts while building new pipeline; and engaging projects early, at specification stage, before competing technologies are locked in. 

Main Responsibilities

1. Market Development & Vertical Sales Strategy

•Build and maintain business and market intelligence for the private industrial water segment: demand drivers, regulatory triggers, investment cycles, competitive landscape and buying behavior by industry.

•Segment target industries and rank accounts by potential, urgency, accessibility and probability of conversion, translating the segmentation into a rolling attack plan by quarter.

•Convert water, energy, regulatory-compliance and operational-continuity needs into quantifiable, industry-specific use cases and repeatable value propositions.

•Detect projects at an early stage and drive specification-led selling before EPCs or competing suppliers define the technical baseline.

•Position the company with consultants, industry chambers, associations and regulatory stakeholders to influence technical criteria and gain early visibility of upcoming investments.

•Design and execute push and pull demand-generation activities – campaigns, webinars, demonstrations, industry fairs and reference visits. 

2. Account Planning & Customer Acquisition

•Develop and maintain account plans for target end customers, covering buying centers, decision-makers, competitive position, whitespace and a 12-month growth roadmap.

•Establish executive, technical and operational relationships inside each account to secure access, credibility and early information on projects and budgets.

•Identify short-term quick wins in existing and installed-base accounts while systematically opening new customers in underserved industries.

•Expand accounts through structured cross-selling and upselling, moving from instrumentation into automation, drives, electrification, connectivity and industrial software.

•Reuse proven use cases, references and value propositions to shorten sales cycles and increase win rates.

•Review account performance periodically and reallocate coverage and priorities based on conversion, order intake and margin contribution.

3. Consultative and Technical Solution Selling

•Lead consultative discovery on customer processes, water balances, energy consumption and compliance obligations to uncover needs and size the opportunity.

•Articulate and position integrated solutions across:

oProcess instrumentation and measurement

oPLC, SCADA/HMI and process control systems

oDrives, motion and electrification

oIT/OT connectivity and industrial cybersecurity

oIndustrial software, simulation and analytics

oPredictive maintenance and energy management

•Build value propositions supported by ROI and TCO arguments, regulatory compliance, operational continuity, water and energy consumption reduction and sustainability targets.

•Deliver technical presentations, demonstrations, workshops and pilot proposals tailored to executive, technical and operational audiences.

•Coordinate solution design with product, application and project specialists to secure technical feasibility, competitiveness and delivery capability.

•Handle objections and competitive positioning with fact-based differentiation and reference cases.

4. Opportunity, Pipeline & Forecast Management

•Own complex opportunities end to end, from prospecting and qualification through offer, negotiation and closure.

•Generate new pipeline continuously while advancing mature opportunities, keeping coverage sufficient to secure the committed order intake.

•Qualify opportunities against clear criteria – portfolio fit, budget, decision process, timing and competitive position – and disqualify early to protect selling time.

•Maintain accurate and current records in CRM and deliver reliable monthly forecasts, win/loss analysis and KPI reporting.

•Sustain speed and discipline in follow-up, quotation and closing, coordinating internal and external resources to reduce response times.

•Balance volume, margin, risk and opportunity quality when shaping offers and allocating effort.

5. Partner, OEM and EPC Ecosystem Development

•Develop and activate the industrial water ecosystem: end customers, OEMs, EPCs, system integrators, distributors, solution partners and consultants.

•Enable partners through training, demonstrations, packaged use cases and joint account planning, keeping channel roles clear and avoiding conflict.

•Co-develop offerings with OEMs and package/skid manufacturers to scale treatment, reuse and containerized solutions faster.

•Secure early positioning with EPCs and engineering consultants so that the portfolio is embedded in specifications and tender documents.

•Run joint demand-generation activities with partners: webinars, seminars, field demonstrations and reference cases.

•Track partner pipeline contribution and performance, and act on gaps or coverage risks.

6. Business & Financial Management

•Achieve the assigned order intake, revenue and margin targets for the industrial water vertical.

•Negotiate commercial and contractual terms for products, services, projects and long-term business models, within the applicable pricing, risk and approval framework.

•Apply pricing, discount and profitability logic per use case to protect margin while remaining competitive.

•Monitor market trends, competitive moves and portfolio gaps, and feed structured insights into business planning and budget cycles.

•Identify commercial, contractual and delivery risks early and escalate them through the defined governance.

•Use sales analytics and KPIs to steer performance, productivity and forecast accuracy.

7. Cross-Functional Collaboration & Compliance

•Work as one team with vertical and territory sales, technical sales, project business, service, marketing, inside sales and customer care to present a single integrated proposal to the customer.

•Align with business units and regional water teams to access portfolio expertise, references and pre-sales support for longer sales cycles.

•Share market intelligence, use cases and best practices with sales teams and partners so that what works is replicated quickly.

•Ensure complete and accurate documentation of customers, opportunities and forecasts in the corporate systems.

•Comply with business conduct guidelines, tender and export regulations, data protection and health, safety and environment requirements in all commercial activities.

•Contribute to the continuous improvement of the vertical sales model and the customer journey.

Required Qualifications

Education

•Bachelor's degree in Chemical, Environmental, Process, Mechanical, Electrical, Electronics, Mechatronics, Control or Industrial Engineering, or a related technical discipline.

•Equivalent technical education combined with a demonstrable track record in industrial water and automation sales is also accepted.

Experience

•Demonstrable success developing new business in industrial water and wastewater treatment for private, process-industry customers.

•Experience selling complex technical solutions in water-intensive industries such as cement, power and energy, consumer goods, data centers, semiconductors, HVAC, mining, chemical and petrochemical, pulp and paper, or food and beverage.

•Experience commercializing projects, services, operation and maintenance, and long-term business models (multi-year contracts, as-a-service or performance-based schemes).

•Proven ability to build, qualify and convert a pipeline of complex projects, with evidence of consistent target attainment.

•Experience in strategic and contractual negotiation, and in coordinating technical, commercial and proposal teams throughout the offer process.

•Experience selling with and through partners: OEMs, EPCs, system integrators, distributors and consultants.

•Experience influencing project specifications at an early stage, before technology selection is closed.

•Disciplined use of CRM, forecasting, account planning and commercial analytics tools.

•Demonstrable results in the areas above are prioritized over years of seniority. Minimum years of B2B technical sales experience required by internal grading: 10 Years.

Required Knowledge

•Industrial water processes: process water, water and wastewater treatment, reuse, desalination, water efficiency and energy efficiency.

•Automation and control fundamentals – PLC, SCADA/HMI, distributed I/O, drives (VFD) and process instrumentation – at a level sufficient to discover needs, qualify opportunities, articulate value and coordinate specialists.

•Electrification and low/medium-voltage power distribution basics applied to water and plant installations.

•IT/OT connectivity, industrial networks and industrial cybersecurity concepts.

•Industrial software, simulation and digital twins, analytics and predictive maintenance concepts.

•Regulatory framework applicable in Mexico to water use, measurement, discharge, reuse and energy efficiency.

•Value-based and consultative selling methodologies, ROI/TCO argumentation and opportunity qualification.

•CRM, forecasting and sales analytics tools.

•Professional English ( and Spanish (written and spoken) for customer, partner and international stakeholder interaction.

Preferred Competencies

•Speed to impact: ability to prioritize, convert quick wins and produce results in the first months while building long-term pipeline.

•Consultative and challenger-style selling in complex, multi-stakeholder environments.

•Executive presence and ability| to engage C-level, technical and operational stakeholders within the same account.

•Business acumen: awareness of margin, risk, portfolio mix and cash impact when shaping deals.

•Ecosystem and channel orchestration, including partner enablement and conflict prevention.

•Negotiation and closing under complex procurement and contracting conditions.

•Data-driven decision making and forecast discipline.

•Cross-functional collaboration and influence without hierarchical authority.

•Autonomy, resilience and entrepreneurial drive to build a vertical from an early stage.

•Availability to travel nationally to customer and industrial sites 

•Postgraduate studies or certifications in business, sales methodologies or water technologies.