Area Sales Manager (Inspection)

Building the people that build the world.

With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world.  Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development.  We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. 

As part of Detection and Measurement, CUES is the world’s leading developer of water, wastewater, and storm water inspection equipment.   With CCTV cameras, pre-built vehicles, and software for pipeline inspection and rehabilitation, we improve the safety and reliability of our water infrastructure systems.

JOB SUMMARY

The Area Sales Manager is responsible for maximizing sales in their designated region through promoting and selling products and services for the defined territory and/or product lines.

As the primary interface between the organization and its direct and channel based customers, the Area Sales Manager is responsible for working with new and existing customers to plan annual activities and develop action plans and metrics for ensuring achievement of all performance targets.  The Area Sales Manager is responsible for constantly assessing and communicating market conditions and competitive activity to the wider sales and product management organization.  Such intelligence is the foundation of effective forecasting and requires sustained effort and attention to detail.

Routes to market will be mixed with extensive contact with both distributors and end customers anticipated.

PRINCIPLE DUTIES AND RESPONSIBILITIES

•    The Area Sales Manager has accountability to achieve growth targets with regards to revenue; market share; unit sales goals; net revenue; and profitability in their territory.
•    The Area Sales Manager is responsible for:
o    Creating and developing new business relationships and opportunities with existing and potential customers in order to maximize the sale of Pearpoint Inspection products and services.
o    Maintaining a productive and effective relationship with channel partners and key stakeholders. This includes, but is not limited to; completing and maintaining all required planning documents helping channel partners meet growth targets and the communication of market intelligence between the Company and the field.
o    Coordinating the technical training of Channel Partners, Contractors and other stakeholders. Training includes Product orientation and Technical Support along with directly delivering training on business processes (e.g. Value Proposition) and new product launches. 
o    Maximizing the level of enquiries from within the defined territory.
o    Account planning to maximize sales to key customers.
o    Liaising between Customer and Technical resources for clarification on product specifications, application and performance.
o    Providing regular and accurate forecasts of projected sales and margins based on current order and quotation activity.
o    Preparing detailed reports of weekly activity including call reports and expense reports.
o    Monitoring market trends and competitor activity in assigned territory and take appropriate action in determining priorities and strategies.
o    Undertaking territory customer planning to maximize customer base and ensure unproductive sales effort is kept to a minimum.
o    Interfacing with internal sales staff to support customer technical solutions and qualification of proposals.
o    Regular reporting and forward planning together with input into the customer database.

KNOWLEDGE, SKILLS & ABILITIES

•    The ability to demonstrate ‘value add’ to customers through the Pearpoint range of products, technologies and services.
•    Understands product features, functions and benefits delivery.
•    Demonstrates knowledge of technical aspects of product application and operation.
•    Excellent customer management skills and strong sales ability.
•    A strong commercial focus with experience in a relevant industry sector.
•    Prepared to challenge performance, and critically assess.
•    Effective negotiation skills. 
•    Proven track record of sales development. 
•    Computer literate with experience of Microsoft packages.

EDUCATION AND EXPERIENCE

•    Business or technical degree (or equivalent)
•    Extensive relevant experience in an external sales environment.
•    Proficient in business communications. 
 

How we live our culture

Our culture is at the center of what we do and, more importantly, who we are.  Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other.  Whether you are an individual contributor or you lead a large team, each of us leads at SPX.  

What benefits do we offer?

We know that the well-being of our employees is integral. Our benefits include:

• Competitive and performance-based compensation packages and bonus plans
• Educational assistance, leadership development programs, and recognition programs  

Our commitment to embrace diversity to build a culture of inclusion at SPX

We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day.  We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realise their fullest potential.