Area Sales Manager
Dubai, Dubai, AE
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 HVAC Cooling, SPX Cooling Technologies is a leader in high quality industrial HVAC equipment used to cool large facilities like hospitals, data centers, and power plants. With cooling towers, fans, and refrigeration units, companies rely on brands like Marley, Recold, and SGS to provide comfort and mission critical and industrial cooling solutions.
The HVAC Sales Manager primary purpose is to develop representatives, contractors, consultants and end-users, and drive results from strategic markets identified by management. The position must support the key market segments within the defined region by providing proactive sales and technical product support while driving the solutions internally. The role will require the development of innovative solutions for clients with non-standard request for package cooling to drive increased sales for the EMEA region. The HVAC market is defined as cooling towers for water cooled chiller applications in a commercial application – hotels, office buildings, multipurpose halls etc.
Coordination within the EMEA and Global organizations is essential for this role. Specifically the role will coordinate and drive the following tasks:
Sales Representative Management - Manage and support Sales Representative companies within the defined sales region. This task will involve identifying and supporting development requirements for the Sales Representative, coordination with representative and internal departments such as sales support / engineering / ratings, assisting in development of relationships with consultants / contractors / end-users, and responsibility for driving sales targets for representative’s defined territory.
Customer Relationships – An ideal candidate should have existing relationships within the defined market. They will also be responsible for continued development of relationships with consultants / contractors / end-users in territories within the defined region that are not covered by Sales Representative companies. This will involve supporting on existing and future projects, organising lunch-and-learn seminars, driving towards specification of SPX products on future projects.
Technical Scope Responsibility - It is the positions responsibility to ensure technical content of the awarded contract is accurate and the scope is clearly defined. In addition, this position must facilitate the transfer of the special requirements of the solutions to Engineering during the Release Engineering Phase.
Commercial Terms Responsibility – Ensure timely review of the commercial terms and conditions of contracts in good time before order placement, to minimise delays in order processing and execution. Coordination with management, commercial team, legal department and contractor, to finalise mutually agreeable contract terms.
Reporting & Sales Team Involvement – Complete on a timely basis update reports to management to forecast upcoming projects in the current and next quarter, and to coordinate support requirements to ensure successful closure of the business. Take part in regional sales meetings as required assisting with driving region wide initiatives, product development, cross-territory support etc.
Service Sales Coordination - Coordinate with and support Service Sales Manager to help drive maintenance contracts on existing and new installations, as well as identifying requirements for parts sales on replacement projects.
PRINCIPAL DUTIES AND RESPONSIBILITIES
• Drive consultant strategy for the given market
• Attend Weekly Sales Management Meeting to identify opportunities
• Develop solutions that meet clients’ needs
• Develop presentations of solutions that can drive additional opportunities
• Support Reps with technical solutions and presentations
• Identify the value of the market segments /solutions and coordinate with Product team to drive standard solutions.
• Coordinate with disciplines within SPX that ensure robust solution
• Responsible for the estimated cost of the non-standard solutions for the market segment.
• Provide detailed information of the solution to engineering for proper execution
• Support project team as needed during execution to ensure margin is maximized.
PERFORMANCE METRICS
· Customer satisfaction (internal & external)
· Margin Deviation of provided solutions to clients under the scope of this role
· Revenue & Margin of identified territories
KNOWLEDGE, SKILLS & ABILITIES
• Proficiency with Microsoft Word, Excel and Power Point
• Project scheduling experience preferred
• Ability to travel up to 50 percent of the time
• Solid base of leadership skills
• Ethical conduct
• Customer Focus
• Aligning Performance for Success
• Continuous Improvement
• Facilitating Change
• Building Strategic Work Relationships
• Gaining Commitment
• Planning and Organizing
• Continuous Learning
• Communication
EDUCATION AND EXPERIENCE
Required Education / Experience
• Bachelor’s degree or equivalent education and experience, preferably in Mechanical engineering with thorough product knowledge
• Proven sales record and existing network of contacts within the HVAC industry in Gulf Region specifically in UAE.
• 3-5 years in applying technical cooling solutions to clients in Middle East
• Experience in launching or driving sales strategies
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.