Aftermarket Sales Manager

Mason, Ohio (OH), US

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 Engineered Air Movement Cincinnati Fan is a leading manufacturer of industrial fans and blowers for OEMs and industrial applications With its high attention to detail for products that are durable, energy efficient, and unparalleled in performance, companies rely on Cincinnati Fan 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 the Aftermarket Sales Manager, you will play a crucial role in achieving revenue and operating profit growth targets by providing effective leadership to a team of sales representatives. You are responsible for delivering sales, service, and parts goals and building and strengthening your representative network. The successful Aftermarket Sales Manager has a passion for driving sales growth and exceptional leadership, strategic thinking, and communication skills. The Aftermarket Sales Manager will be developing, implementing and driving an overall EAM strategy. The ability to identify synergies, align key internal stakeholders, and develop the most effective channel strategy will be critical measures for success.

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, mentor, and motivate a team of representatives in assigned territory
• Regularly meet with representatives to develop and implement strategies to grow territories, ensuring alignment with company goals and objectives
• Set clear performance expectations and goals, providing regular feedback, and quarterly performance reviews
• Assist in development and implementation of training programs to enhance sales capabilities of team
• Drive sales initiatives and monitor teams' performance against goals
• Provide guidance and support to representatives in negotiating and closing deals with customers
• Develop strategies for quoting opportunities, including setting pricing levels and reviewing and approving discount levels
• Foster a collaborative and inclusive work environment with team
  

2. Customer and Sales Support:
   

• Build and maintain strong relationships with representatives, dealers, customers, and key stakeholders within the territory
• Monitor sales activities, customer satisfaction, and service and parts performance to ensure goals are met
• Collaborate with representatives, sales team, engineering, and production, to resolve customer issues and ensure high levels of customer satisfaction
• Facilitate information flow between SPX, representatives, and customers
• Develop and cultivate relationships with customers by regularly meeting with them, conducting presentations, and discussing existing and potential projects and opportunities
• Prepare estimates and proposals for customers
• Actively pursue key accounts
• Meet or exceed booking/revenue goals for quarter and year end
  

3. Analytics, Research, and Reporting
   

• Prepare and present regular reports on sales performance, market trends, and competitor activities to senior management
• Manage and track territory pricing levels, discount levels, and gross margins
• Perform yearly market assessments in designated representative territories
• Develop accurate forecasts by understanding pipeline
• Monitor and manage expenses within assigned territory to ensure optimal resource allocation
• Analyze sales data, customer feedback, and market trends to refine sales strategies and enhance sales efforts
  

4. Continuous Improvement:
   

• Continuously assess market landscape and adjust strategies accordingly to maximize profitability while aligning to business objectives and processes
• Attend industry events, conferences, and trade shows to network, promote the company, and identify new business opportunities
• Identify opportunities to optimize processes, enhance efficiency, and reduce costs
• Participate in other projects as assigned that relate to the overall goals of the department and organization
  

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

• At least 7 years' experience in representative management and/or direct sales
  

Preferred Experience, Knowledge, Skills, and Abilities

• 10+ years of experience in representative management or direct sales preferred
• Proven track record of achieving sales targets and driving revenue growth
• Prior aftermarket or distributor sales experience
• Related industry experience, particularly in the supply of products to companies, customers, and contractors and understanding of the industry's market dynamics
• Prior leadership and team management experience, with the proven ability to coach, motivate, develop, and inspire a team
• Prior experience with project management and experience building project plans
• Proactive and results oriented approach with a strong sense of accountability and ownership
• Strategic thinker with prior experience developing and implementing effective sales strategies
• Exceptional negotiation and persuasive skills to close deals and secure new business opportunities
• Excellent interpersonal and communication skills, with the ability to build and maintain professional relationships at all levels of the organization and work cross functionally
• Ability to present data and recommendations to senior leaders and customers with excellent presentation skills
• Analytical mindset with prior experience interpreting sales data and market trends and making strategic decisions and recommendations
• Formal sales and marketing training
• Proficiency in Microsoft Office (Word, Excel, Access, PowerPoint, Outlook)
• Proficiency in CRM /pipeline management tools
• Willingness to travel at least 50% of time
  

Education & Certifications

• Bachelor's degree Engineering, technical, or business field preferred
• Driver's license and proof of insurance required
  

Travel & Working Environment

• Frequent travel to meet with customers, attend industry events, and visit company locations - at least 50% of 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.