Regional Sales Manager, Southeast

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)

SPX is a diverse team of unique individuals who all make an impact. As a Regional Sales Manager, you will 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.  The incumbent 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. Additionally, the incumbent must know the activity level of competitors in their specific region and in each representative’s territory.  The incumbent 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.

This role encourages innovation and continuously improves efficiency of technical support, monitors advances of technology and competition, and supports global and acquisition-related technical issues in areas of expertise.

What you can expect in this role (Job Responsibilities)

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

1.    Sales Strategy and Execution

·         Manage individual sales representatives to achieve booking and revenue goals.

·         Develop sales strategies, set pricing levels, and pursue strategic accounts.

·         Facilitate the sales process across the territory, including proposals, follow-ups, and closing sales.

·         Accurately forecast pipeline activity and meet territory sales and gross margin targets.

2.    Team Development and Leadership

·         Evaluate and support representative growth plans through monthly reviews and coaching.

·         Conduct regular meetings and conference calls to align on goals and performance.

·         Approve aggressive discount levels and oversee pricing and margin consistency.

·         Assign and track productivity goals and other responsibilities as needed.

     3.  Customer and Territory Management

·         Cultivate customer relationships through meetings, presentations, and ongoing support.

·         Perform yearly market assessments and provide feedback to SPX Cooling’s headquarters.

·         Ensure smooth communication flow between field representatives and internal teams.

·         Travel within the assigned region (Americas) to support sales and customer engagement.

What we are looking for (Experience, Knowledge, Skills, Abilities, Education)

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

Required Experience

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

Preferred Knowledge, Skills, and Abilities

·       Knowledge of HVAC/cooling towers

·       Aftermarket or distributor sales (representative management) experience

·       Strong skills in Microsoft Office

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

·       Attention to detail

·       Proactive problem-solving skills and initiative

Education & Certifications

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

Travel & Working Environment

·       Willingness to travel at least 50 percent of the time

·       Must have a drivers license and proof of insurance

·       Keyboarding/typing

·       Ability to read effectively from a computer screen and/or a paper copy

·       Ability to handle a large volume of work and perform multiples tasks in a fast-paced environment

·       Occasional outside environment; exposure to excessive noise, heat, or bad weather

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.