Business Development Lead

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, Genfare is a leader in configurable fare collection systems in the public transit industry.   By creating high quality equipment and payment systems to improve the rider experience, we empower equitable mobility and provide services to better connect communities.

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, Genfare is a leader in configurable fare collection systems in the public transit industry.   By creating high quality equipment and payment systems to improve the rider experience, we empower equitable mobility and provide services to better connect communities.

Genfare is a diverse team of unique individuals who all make an impact.  The Business Development Lead for the Eastern United States is a front-line representative of Genfare and works directly with Business Development Directors to support the building, delivery and closing of pipeline of opportunities for revenue growth. The role is part sales (hardware and software), consultation (solutions), account management and strategic positioning.

The Business Development Lead is a critical sales generator for our company. This role is active in three main areas while working with Business Development Directors who are the owners of bookings’ quotas:

1.         Obtain new business

2.         Expand sales received from existing customers; deepen and broaden relationships;

3.         Ensure retention of customers

The role engages with transit agencies and industry partners in a defined region, and proposes solutions relevant to their needs. Activity includes providing quotes and specifications, performing demos, and acting as the ultimate customer advocate. You are an individual contributor but can’t do everything on your own – you want to work with the larger team so you can understand the product and solutions to best sell to customers.

The role is very customer-focused so be ready to visit, call, email and zoom with your counterparts. One of your main strengths is listening and building account plans to help map your customers’ goals into actions to help meet their needs for today and plan for their future. You can translate those needs with our internal stakeholders to build viable, value-driven solutions that solve real world problems that can be leveraged for multiple customers.

You will work in close tandem with Business Development Directors, with whom you will strategize on the division of responsibilities associated with ongoing correspondence and management of each active account. Account correspondence must be planned, focused, and have recurrence that accounts for the needs of each account—one size will never fit all accounts.

Together with Business Development Directors, you organically grow these accounts, sometimes with small projects and sometimes with large ones – you help create the opportunity.

Reporting to the Senior Business Development Director, this role is critical for continued growth at Genfare with an established book of business and customer relationships in the Northeast and Southeast.

While each day brings new opportunities at SPX, your core responsibilities, as the Business Development Lead will be to ensure Genfare’s connected offerings to hosted products.

• Contributes to the development and monitoring of the pipeline of sales activity for new business within a designated territory.
• Participates in the development and execution of short- and long-range sales plans.
• Responds to customer inquiries not related to spares, repairs and tickets (e.g. RFPs, quote requests, escalations).
• High engagement and participation in the RFP/proposal-writing process, which includes review of RFP requirements, coordination with legal resources when reviewing contract terms and conditions, pricing strategy, support for the Proposal Manager as proposals are drafted, and participation in oral presentations during interviews.
• Works to identify and develop new customer relationships and further penetrate/expand existing customer relationships.
• Collaborates with company leadership to realize sales strategies and initiatives aligned with business goals.
• Visits existing and prospective customers to assist Business Development Directors in developing and/or expanding client relationships.  Travel requirement is 25%.
• Provides recommendations and analysis to support the development of appropriate pricing policies.
• Gathers market intelligence to stay apprised of competitor offerings, pricing, distribution channels, market trends, etc.
• Participates in industry associations and conferences.
• Monitors performance of existing account relationships.
• Assists with special projects (as assigned by management) to support sales initiatives.

• History of successful sales experience in building relationships with new and existing customers.
• Proven effectiveness in the use of professional sales methodologies and systems.
• An understanding of customer relationship management and cross-selling techniques.
• Must be able to work effectively in a team environment and possess interpersonal skills necessary to successfully collaborate with others to achieve business goals.
• Ability to quickly analyze rapidly changing circumstances and to provide sound strategic and tactical sales advice.
• Ability to communicate and negotiate effectively, both orally and in writing.
• Ability to make effective presentations to diverse audiences – management and employees – both internally and externally.

• Adaptability and flexibility to manage multiple priorities and work under deadlines.
• Excellent analytical, problem-solving skills with a methodical approach to problem resolution across large-scale distributed platforms.
• Effectively build relationships and collaborate with stakeholders and partners.
• Demonstrates strong written, verbal, and interpersonal skills.
• Familiarity with fare collection desirable

Education / Experience

• Bachelor’s Degree and/or advanced degree in Business, Marketing or a related field.
• Minimum 3 years’ experience in progressive sales/business development with multiple services or product lines, or an equivalent combination of education and experience. 
• Exposure to multiple, diverse technologies and processing environments.
• Professional sales and/or marketing management experience demonstrating a track record of success in building and growing a business will be considered from a variety of industries.
• Must be extremely resourceful, willing to step in where necessary and be motivated to create new resources to aid the sales cycle.
• Effective, clear, and concise communication skills.
• Proficiency with Salesforce, Smart Sheet and the Microsoft Office Suite is a plus.
• Preferred experience in public transit/mobility

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:

• 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  

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. 

 We recognize that attracting the best talent is key to our strategy and success as a company. As a result, we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates. As required by law in this state, the estimated salary range for this position is $109,500 - $160,000 per year  and represents our good faith estimate as to what our ideal candidates are likely to expect.   We tailor our offers within the range based on organizational needs, internal equity, market data, geographic zone, and the selected candidate’s experience, education, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the selection process.  At SPX, it is not common for individuals to be hired at the higher end of the range, and compensation decisions depend on a variety of factors.  This position is eligible to participate in a discretionary bonus, subject to the rules governing the plan.  SPX offers a variety of benefits, including health benefits, 401K retirement with a company match, and flexible time off.   More information about our benefits can be found on the “Rewards and Benefits” section of our career page.

SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.

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.