Area Sales Manager (South East)

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, Radiodetection is a global leader in the design and development of equipment and software used by utility companies to install, protect, and maintain underground infrastructure networks.  Through precision and magnetic locators and ground penetrating radar, we help prevent damage to infrastructure utilities and protect lives.

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 Radiodetection and its direct customer base, 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 territory includes both direct (end user) and indirect (channel partner & rental) customers from a diverse industry spread. 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.

PRINCIPAL 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.
•    Creating and developing new business relationships and opportunities with existing and potential customers to maximize the sale of Radiodetection products and services.
•    Maximizing the level of enquiries from within the defined territory.
•    Account planning to maximize sales to key customers.
•    Supporting the National Sales Manager and Key Account Manager with regular territory support of key channel partners and rental customers.
•    Liaising between Customer and Technical resources for clarification on product specifications, application and performance.
•    Providing regular and accurate forecasts of projected sales and margins based on current order and quotation activity.
•    Preparing detailed reports of weekly activity including call reports and expense reports.
•    Monitoring market trends and competitor activity in assigned territory and take appropriate action in determining priorities and strategies.
•    Undertaking territory customer planning to maximize customer base and ensure unproductive sales effort is kept to a minimum.
•    Interfacing with internal sales staff to support customer technical solutions and qualification of proposals.
•    Regular reporting and forward planning, together with input into the customer database.
•    Maintaining and reporting on the sales funnel within the CRM database.

METRICS
•    Order Intake by Territory, Product Line or Growth Initiative
•    Profitability by Territory or Product Line
•    Order Hit Rates

KNOWLEDGE, SKILLS & ABILITIES
•    The ability to demonstrate ‘value add’ to customers through the Radiodetection range of products, technologies and services.
•    Understands product features, functions and benefits delivery.
•    Demonstrates knowledge of technical aspects of product application and operation, and the ability to demonstrate products to varied audiences.
•    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.
•    Proven and effective territory management
•    Experience of both direct and indirect sales channels would be an advantage. 
 

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.  

Why you should join us

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

• Generous holiday with ability to buy/exchange, enhanced maternity, paternity and adoption leave
• Access to competitive insurance plans (including medical, dental and travel), cycle to work and free parking from your first day
• Generous life assurance and employer contributions to company pension plan
• 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 realize their fullest potential.