Director of Commercial Operations

1 month ago

Overland Park, 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)

SPX is a diverse team of unique individuals who all make an impact. As a Director of Commercial Operations, you will achieve revenue and operating profit growth targets through effective leadership of sales team members and independent representatives for SGS. The person should act as the commercial leader responsible for delivering sales, service and parts goals and building and strengthening customer relationships and rep networks. He/she should meet with reps to determine how to grow their business and provide an extraordinary sales and aftermarket experience and meet with customers to discuss their goals to build relationships and grow the refrigeration business. He/She will implement best practices in sales, sales management and channel/rep management including rep councils They will also work with the marketing team to implement effective marketing and promotional programs and rep and customer feedback/satisfaction tools. Additionally, this position will monitor competitive activity to position the refrigeration business for future success. 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 the sales team and representatives 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
  • 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 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 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
  • Implement professional sales and sales training processes
  • Implement effective marketing campaigns

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
  • Aftermarket or distributor sales (representative management) experience
  • Proficiency in Microsoft Office
  • Ability to effectively manage data and understand analytics using a CRM / pipeline management tool

Preferred Knowledge, Skills, and Abilities

  • Knowledge of HVAC/cooling towers is helpful but not required

Education & Certifications

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

Travel & Working Environment

  • Driver’s license and proof of insurance
  • Willingness to travel at least 50 percent of the time
  • Office environment with varying degrees of noise levels
  • May work outside and may be exposed to bad weather, heat, and/or excessive noise

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.

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