Regional Sales Manager

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. 

The below is a position with Marley Engineered Products.   Marley Engineered Products is a marketplace leader in innovative comfort heating and ventilation solutions for residential, commercial, and industrial markets.  With a portfolio that includes baseboard, wall, unit and infrared heaters as well as ceiling fans and air circulators, we create simplified heating solutions for our complex world.

How you will make an Impact (Job Summary)

SPX is a diverse team of unique individuals who all make an impact. As the Regional Sales Manager, you will be responsible for the sales leadership and direct support of Independent Manufacturer Representatives, Buy/Re-sell Representatives and House Accounts as defined within the region and to lead the region’s growth in revenue, profitability and share of market.

This role is based remotely in either the Northeast or Midwest Region of the US.

What you can expect in this role (Job Responsibilities)

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

1. Sales Leadership:

• Lead sales through multiple distribution channels via implementation of sales programs, pricing policies, sales policies, sales support, etc.
• Analyze and communicate forecasts, competitive intelligence, and market conditions.
• Utilize Marley sales playbooks, processes, and tools to define plans, drive growth, and monitor/report progress.
• Represent Marley Engineered Products at Industry Trade Shows and events.
• Participate in sales and market planning meetings and initiatives as needed and provide insight to your region.

2. Client Relationship Management:

• Conduct ongoing evaluation of the Independent Manufacturer’s Representative sales organizations and Buy/Re-sell Representatives, seeking opportunities to upgrade capabilities and improve alignment and ability to achieve sales objectives.
• Lead channel VOC activities, including key customer and rep and distributor/contractor councils.    
• Create alignment between Marley Engineering Products’ goals and the activities and mind share of the Independent Manufacturer Representatives they manage.
• Manage independent manufacturer representative organizations (“Reps”) with regular and direct contact.
• Provide strategic sales management by measuring performance and driving accountability of Reps to annual business plans, goals, and commitments.
• Analyze each territory/market within the region, in partnership with Reps, to identify risks and growth opportunities, developing a written growth plan and executing against it to achieve agreed-upon objectives.
• Directly engage with and support the growth of top distributors, buy-sell reps, and engineering target accounts, including negotiating pricing, terms, and other programs.  Will be done in coordination with Reps.

3. Cross-Functional Collaboration:

• Partner with Product Management and Marketing to define the go-to-market, channel, and pricing strategy and metrics to ensure the successful launch of new products and other initiatives.
• Develop strong cross-functional relationships to ensure alignment on marketing strategy, customer programs, new product development planning / implementation, and operational needs.
• Assist in new product rollouts by partnering with internal and external stakeholders.
• Provide periodic region assessments and updates, including sales results and market/competitive intelligence, to Marley cross-functional team to align on actions needed to achieve growth and other region-level objectives.

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

• Minimum of 7 years’ sales management experience
• Demonstrated knowledge and experience with independent manufacturer rep agencies and wholesale distribution

Preferred Experience, Knowledge, Skills, and Abilities

• HVAC or Electrical industry experience
• Consistently meets or exceeds commitments with the highest standards of ethics and integrity.
• Strong understanding of sales processes and other sales best practices.
• Experience in leading and managing Independent Sales Representative Agencies.
• Ability to analyze sales results and other market dynamics and build effective sales plan.
• Strategic thinker with prior experience developing and implementing effective sales strategies 
• Ability to work in a team-oriented environment that is fast paced and demanding.
• Must be a self-starter, self-directed, and have strong planning and organizational skills.
• Exhibits a strong ability to handle multiple demands with a sense of urgency, drive and energy
• Excellent written and verbal communication skills.
• Formal sales and marketing training 
• Proficiency in Microsoft Office (Word, Excel, Access, PowerPoint, Outlook) 

Education & Certifications

• Bachelor’s degree in Business, Engineering or related field. MBA preferred

Travel & Working Environment

Travel (75%) – Travel throughout region. facilities, clients, trade show

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.  

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

We value different backgrounds, experiences, and voices, 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 are 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.