Regional Sales Manager - East

SPX Technologies • Mason, OH

5d

About The Position

As the Regional Sales Manager for the East Region within Engineered Air Movement (EAM), you will drive profitable sales growth across the assigned Eastern U.S. territory. You will develop and strengthen independent sales representative and dealer relationships, expand market penetration, and identify new business opportunities. You will develop and execute regional sales strategies supporting bookings, revenue, gross margin, and aftermarket growth objectives.

Working with representatives, customers, and cross-functional EAM teams, you will identify opportunities to expand customer relationships, improve channel effectiveness, and deliver technical solutions that meet customer needs. The position calls for commercial judgment, strategic territory management, relationship-building, and the ability to influence channel partners without direct reporting authority. You will contribute to EAM’s growth strategy through channel leadership, cross-selling, and alignment with business objectives. Frequent travel, including customer meetings, industry events, and company-location visits, is required at least 50% of the time.

Requirements

• At least 7 years of progressive B2B sales experience, including experience managing independent representatives, distributors, dealers, or other sales channels.
• Demonstrated success achieving sales, bookings, revenue, and/or margin growth objectives.
• Driver’s license and proof of insurance required.
• Willingness to travel at least 50% of the time.
• Proficiency with Microsoft Office applications and CRM or pipeline-management systems.
• Strong commercial judgment, strategic territory-management ability, relationship-building skills, and ability to influence channel partners without direct reporting authority.

Nice To Haves

• At least 10 years of progressive B2B sales experience, including representative, distributor, dealer, or direct sales experience.
• Proven track record of achieving sales targets and driving revenue growth.
• Prior aftermarket, distributor, dealer, or representative-channel sales experience.
• Experience selling engineered, technical, or industrial products through representative, distributor, or dealer channels.
• Experience working with engineers, contractors, OEMs, end users, and other technical decision-makers.
• Ability to influence, coach, and develop independent sales representatives and channel partners without direct reporting authority.
• Project-management experience and experience building project plans.
• Proactive, results-oriented approach with accountability and ownership.
• Strategic thinking and experience developing and implementing sales strategies.
• Negotiation and persuasive skills to close deals and secure new business.
• Interpersonal and communication skills, including the ability to build professional relationships at all organizational levels and work cross-functionally.
• Presentation skills and ability to present data and recommendations to senior leaders and customers.
• Analytical ability to interpret sales data and market trends and make strategic decisions and recommendations.
• Formal sales, negotiation, channel-management, or commercial training.
• Bachelor’s degree in business, engineering, marketing, or a related technical field; equivalent education and relevant experience will be considered.

Responsibilities

• Develop, support, and strengthen the representative and dealer network within the assigned territory.
• Establish territory sales goals and expectations with representatives and review performance against agreed objectives.
• Conduct representative business reviews covering pipeline, bookings, revenue, market opportunities, and territory development.
• Identify representative training and development needs and coordinate product, application, and sales training.
• Drive regional sales initiatives and monitor performance against territory goals.
• Provide commercial guidance on major opportunities, including negotiations and deal closure.
• Develop quoting strategies, including pricing levels, and review and approve discount levels.
• Evaluate representative effectiveness and identify opportunities to strengthen or expand channel coverage.
• Develop and execute an East Region territory sales plan to achieve annual bookings, revenue, gross margin, and market-penetration objectives.
• Build and maintain relationships with representatives, dealers, customers, and key territory stakeholders.
• Monitor sales activities, customer satisfaction, and service and parts performance.
• Collaborate with representatives, sales, engineering, and production to resolve customer issues and support customer satisfaction.
• Facilitate information flow among SPX, representatives, and customers.
• Meet with customers, give presentations, and discuss existing and potential projects and opportunities.
• Prepare customer estimates and proposals and actively pursue key accounts.
• Meet or exceed quarterly and annual bookings and revenue goals.
• Identify underserved markets, customers, applications, and geographic areas and develop plans to increase EAM market penetration.
• Develop and maintain territory growth plans for key representatives, customers, and target accounts.
• Partner with EAM business and product leaders to identify portfolio cross-selling opportunities.
• Monitor bookings, revenue, gross margin, pricing, and pipeline performance against annual operating plan objectives; maintain forecasts and take corrective action to address performance gaps.
• Prepare and present regular reports to senior management on sales performance, market trends, and competitor activities.
• Manage and track territory pricing, discount levels, and gross margins.
• Conduct yearly market assessments in designated representative territories.
• Maintain an accurate, actionable sales pipeline and provide timely bookings and revenue forecasts based on opportunity stage, probability, timing, and customer activity.
• Monitor and manage territory expenses to support optimal resource allocation.
• Analyze sales data, customer feedback, and market trends to refine sales strategies and efforts.
• Assess the market landscape and adjust strategies to maximize profitability while aligning with business objectives and processes.
• Attend industry events, conferences, and trade shows to network, promote the company, and identify business opportunities.
• Identify opportunities to optimize processes, improve efficiency, and reduce costs.
• Participate in other projects related to department and organizational goals.

Benefits

• Generous and flexible paid time off, including paid personal time off, caregiver, parental, and volunteer leave.
• Competitive health insurance plans.
• 401(k) match.
• 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