Manager, Process Cooling Sales - Northeast & EPC East

SPX Technologies • Pittsburgh, PA

23d

About The Position

SPX Cooling Technologies is seeking a Regional Business Leader to achieve revenue and operating profit growth targets by leading representatives in the assigned territory. The role is responsible for sales, service, and parts goals; strengthening representative networks; and helping representatives grow their businesses while delivering an excellent sales and aftermarket experience. The position also implements corporate initiatives, meets with customers to understand their needs, and facilitates information sharing among SPX, representatives, and customers. The successful candidate monitors competitor activity, meets quarterly and annual booking and revenue targets, and provides clear, urgent direction to representatives and associates. The position is responsible for the assigned region in the Americas and requires travel as necessary, with at least 50 percent travel expected.

Requirements

• 10+ years of experience in representative management and/or direct sales.
• Proficiency in Microsoft Office.
• Ability to manage data and understand analytics using a CRM or pipeline management tool.
• Valid driver’s license and proof of insurance.
• Willingness to travel at least 50 percent of the time.

Nice To Haves

• Bachelor’s degree strongly preferred, notably in engineering or another technical field.
• Knowledge of HVAC and cooling towers.
• Aftermarket or distributor sales experience, including representative management.

Responsibilities

• Manage individual representatives against booking and revenue goals.
• Develop, manage, and evaluate representatives and their growth plans.
• Conduct monthly reviews with representatives.
• Actively pursue strategic accounts.
• Work with the cross-functional sales team to maximize sales in the territory.
• Develop quoting strategies and work with customers, including setting pricing levels.
• Keep representatives focused on booking and revenue targets and their progress toward those targets.
• Contact and meet with customers to discuss proposals and close opportunities.
• Meet territory sales and gross margin goals.
• Work with representatives to facilitate the territory sales process, including prospecting, proposals, follow-up, closing sales, and order management.
• Develop customer relationships through meetings, presentations, and discussions of existing projects.
• Regularly share information between representatives and SPX Cooling headquarters to support sales and customer requests.
• Discuss active projects with representatives and approve aggressive discount levels.
• Conduct yearly market assessments in designated representative territories.
• Accurately portray the sales pipeline to develop proper forecasts.
• Manage and track territory pricing levels, discounts, and gross margins.
• Conduct regular conference calls with representatives.
• Complete additional management-assigned duties, such as productivity goals and QMI sessions.
• Travel as necessary to support representatives in the assigned territory.
• Monitor competitor activity in the region and each representative’s territory.
• Implement key corporate initiatives and communicate effectively with representatives, associates, engineers, and customers.

Benefits

• Generous and flexible paid time off, including paid personal time off, caregiver, parental, and volunteer leave.
• Competitive health insurance plans, with benefits starting day one.
• 401(k) match, with benefits starting day one.
• Competitive and performance-based compensation packages and bonus plans.
• Educational assistance.
• Leadership development programs.
• Recognition programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager