Regional Sales Manager

3 months ago

Houston, United States SPX Cooling Tech, LLC Full time

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 in the given territory. The person should act as the Account Manager responsible for delivering sales, service and parts goals. 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 and the customers. He/she should meet with customers to discuss general conditions, perform inspections, repairs, upgrades, parts, and major modifications; prepare estimates and proposals as needed. Additionally, the incumbent must know the activity level of competitors in their specific region. 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:

· Actively pursue key accounts

· Manage individual representatives with booking and revenue goals

· 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

· Perform inspections and reports

· 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

· Accurately portray pipeline to develop proper forecasts

· Conduct regular conference calls with the representatives

· Complete additional duties as required by management (e.g. productivity goals, QMI session, etc.)

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

• 6+ years of experience direct sales experience

• Knowledge of industrial processes, cooling towers and construction 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

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