Regional Sales Manager - East

SPX Technologies • Mason, OH

14h

About The Position

As the Regional Sales Manager – East Region for Engineered Air Movement (EAM), you will drive profitable sales growth across the assigned Eastern U.S. territory by developing and strengthening independent sales representative and dealer relationships, expanding market penetration, and identifying 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 expand customer relationships, improve channel effectiveness, and deliver technical solutions that meet customer needs. The role calls for commercial judgment, strategic territory management, relationship-building, and the ability to influence channel partners without direct reporting authority. It supports EAM’s growth strategy through channel leadership, cross-selling, and alignment with business objectives.

Requirements

• At least 7 years of progressive B2B sales experience, including managing independent representatives, distributors, dealers, or other sales channels.
• Demonstrated success achieving sales, bookings, revenue, and/or margin growth objectives.
• Proactive, results-oriented approach with accountability and ownership.
• Strategic thinking and ability to develop and implement sales strategies.
• Strong negotiation and persuasive skills.
• Excellent interpersonal and communication skills and ability to build professional relationships and work cross-functionally.
• Ability to present data and recommendations to senior leaders and customers.
• Analytical skills, including interpreting sales data and market trends to make strategic decisions and recommendations.
• Proficiency with Microsoft Office applications and CRM or pipeline management systems.
• Willingness to travel at least 50% of the time.
• Driver’s license and proof of insurance required.

Nice To Haves

• At least 10 years of progressive B2B sales experience, including representative, distributor, dealer, or direct sales experience.
• A proven record of achieving sales targets and driving revenue growth.
• 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.
• Formal sales, negotiation, channel management, or commercial training.
• Bachelor’s degree in business, engineering, marketing, or a related technical field; an equivalent combination of education and relevant experience is 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 business reviews with representatives 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 approval of discounts.
• Evaluate representative effectiveness and identify opportunities to strengthen or expand channel coverage.
• Develop and execute an East Region territory sales plan to achieve 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 between SPX, representatives, and customers.
• Meet 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 cross-selling opportunities across the EAM portfolio.
• Monitor bookings, revenue, gross margin, pricing, and pipeline performance against annual operating plan objectives.
• Maintain accurate sales forecasts and implement corrective actions to address performance gaps.
• Prepare and present regular reports on sales performance, market trends, and competitor activities to senior management.
• Manage territory pricing, discount levels, and gross margins.
• Perform yearly market assessments in designated representative territories.
• Maintain an actionable sales pipeline and provide timely bookings and revenue forecasts based on opportunity stage, probability, timing, and customer activity.
• Monitor territory expenses to support optimal resource allocation.
• Analyze sales data, customer feedback, and market trends to refine sales strategies.
• 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 and 401(k) match, with benefits starting day one.
• Competitive and performance-based compensation packages and bonus plans.
• Educational assistance, leadership development programs, and recognition programs.

What This Job Offers

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