Regional Sales Manager (USA)

Location: 

Overland Park, Kansas, United States

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.

 

How you will make an Impact (Job Summary)

The primary purpose of this position is to achieve revenue and operating profit growth targets through effective leadership of representatives in the given territory.  The person should act as the Regional Business Leader (RBL) responsible for delivering sales, service and parts goals and building and strengthening their rep networks.  He/she should meet with Reps to determine how to grow their business and provide an extraordinary sales and aftermarket experience, and he/she should implement key corporate initiatives and meet with customers to discuss their goals and needs and be the facilitator of information between SPX, the representatives, and the customers.  He/she should meet with customers to discuss general conditions, repairs, upgrades, parts, and major modifications; prepare estimates and proposals as needed as well as performs project management functions. Additionally, the incumbent must know the activity level of competitors in their specific region and in each representative’s territory.  He/she must also meet booking/revenue numbers for the quarters and the year.  The successful incumbent will demonstrate a clear sense of urgency and direction, and will inspire and lead representatives and associates in addition to effectively communicating with representatives, associates, engineers, and customers.

 

What you can expect in this role (Job Responsibilities)

While each day brings new opportunities at SPX, your core responsibilities will be:

  • Manage individual representatives with booking and revenue goals
  • Develop, manage and evaluate reps and their growth plans
  • Conduct quarterly reviews with representatives
  • Actively pursue key accounts
  • Work with the cross-functional sales team to maximize sales in the given territory
  • Work with the proposal manager to properly communicate customer requirements
  • Develop strategies for quoting opportunities and working with customers including setting pricing levels
  • Keep the representatives focused on booking/revenue targets and progress towards the targets
  • Contact and meet with customers to discuss all aspects of proposals and close opportunities
  • Meet territory sales and gross margin goals
  • Work with representatives to facilitate the territory’s sales process (e.g. prospect, proposal, follow-up, close sale, order management, etc.)
  • Develop and cultivate customer relationships by meeting with customers, conducting presentations, and discussing existing projects
  • Regularly pass information to and from the representatives and SPX Cooling’s headquarters to assist with sales and customer requests
  • Discuss all active projects with the representatives and approve aggressive discount levels
  • Perform yearly market assessments in designated rep territories
  • Accurately portray pipeline to develop proper forecasts
  • Manage and track territory pricing levels, discount levels, and gross margins
  • Conduct regular conference calls with the representatives
  • Complete additional duties as required by management (e.g. productivity goals, QMI session, etc.)
  • Travel as necessary to support the representatives of the given territory
  • Responsible for assigned region in the Americas

 

What we are looking for (Required/Ideal Experience, Skills, Education)

We each bring something to the table, and we are looking for someone who has:

EDUCATION/EXPERIENCE

•           Bachelor’s degree strongly preferred, notably in Engineering or another technical field

•           10+ years of experience in representative management and/or direct sales experience

•           Knowledge of HVAC/cooling towers is helpful

•           Aftermarket or distributor sales (representative management) experience

CERTIFICATION/OTHER SKILLS AND ABILITIES

•           Proficiency in Microsoft Office

•           Ability to effectively manage data and understand analytics using a CRM / pipeline management tool

•           Driver’s license and proof of insurance

•           Willingness to travel at least 50 percent of the time

 

 

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. 

 

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.

ABOUT SPX

SPX is a diversified, global supplier of infrastructure equipment with scalable growth platforms in heating, ventilation and air conditioning (HVAC), detection and measurement, and engineered solutions. With operations in 17 countries and approximately $1.4 billion in annual revenue, we offer a wide array of highly engineered products with strong brands.

SPX TOTAL REWARDS

At SPX , what’s in it for our employees transcends market-competitive compensation and benefits.  Our Total Rewards program also includes opportunities for employees’ personal development, career growth, and recognition. These programs focus on alignment and assessment of organizational, team, and individual efforts toward achieving business results. Our development and career growth programs empower our employees to enhance their skills, develop new competencies, and pursue career goals. SPX benefits package provides choices designed to help employees manage their well-being. Our compensation programs are performance-based to recognize and reward employees who work hard, display the values and leadership practices we embrace, and deliver exceptional results.

OUR VALUES

  • Integrity
  • Accountability
  • Excellence
  • Teamwork
  • Results

At SPX, our values are at the heart of everything we do. We use our values every day to help us make the right decisions. We embrace a common purpose and strive for improvement. We respect and value each other as individuals and recognize that only by working together, as a team, can we reach our full potential. We take responsibility for our actions, build strong relationships with each other and our customers, and always act ethically. Our values inspire us to achieve the high standards of quality, safety, and performance that our customers expect and deserve.

WORKING AT SPX

Our work environment is established on a work-life philosophy supported by policies, programs, and practices that help employees achieve success within and outside the workplace. We believe in creating an inclusive work environment where employees strive to realize their fullest potential.  We are an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation, national origin, gender identity, genetic information, age, disability, veteran status or any other legally protected basis.