Head of Commercial Operations

2 weeks ago

Overland Park, Kansas, United States SPX Cooling Tech, LLC Full time

Empowering the workforce that shapes the future.

At SPX Cooling Technologies, we are at the forefront of innovation in the HVAC sector, providing advanced solutions that contribute to a safer, more efficient, and sustainable environment. Our commitment to talent development through the RiSE framework ensures that we Reach, Identify, Strengthen, and Engage our employees, fostering a culture of continuous growth and collaboration.

Position Overview (Impact Summary)

As the Director of Commercial Operations, you will play a pivotal role in driving revenue and profitability through strategic leadership of our sales teams and independent representatives. This position requires a dynamic leader who will oversee sales, service, and parts objectives while nurturing customer relationships and enhancing representative networks. You will engage with representatives to explore business growth opportunities and ensure an exceptional sales and aftermarket experience, while also connecting with customers to understand their objectives and expand our refrigeration market presence.

Key Responsibilities

Your primary duties will include:

  • Overseeing representatives to achieve booking and revenue targets
  • Developing and assessing growth plans for representatives
  • Conducting quarterly performance evaluations with sales representatives
  • Pursuing key accounts actively
  • Collaborating with cross-functional sales teams to optimize sales performance
  • Formulating strategies for pricing and quoting opportunities
  • Maintaining focus on booking and revenue goals
  • Engaging with customers to finalize proposals and close sales
  • Achieving sales and gross margin objectives
  • Facilitating the sales process in collaboration with representatives
  • Building and nurturing customer relationships through presentations and project discussions
  • Communicating essential information between representatives and headquarters
  • Reviewing active projects and approving discount levels
  • Conducting annual market assessments in assigned territories
  • Providing accurate forecasts based on pipeline data
  • Managing pricing strategies and gross margins
  • Conducting regular conference calls with representatives
  • Completing additional tasks as assigned by management
  • Traveling as necessary to support representatives in the designated region
  • Implementing professional sales training and marketing initiatives

Qualifications (Experience and Skills)

We are seeking candidates who possess:

Essential Experience

  • A minimum of 10 years in sales management or direct sales roles
  • Experience in aftermarket or distributor sales
  • Proficiency in Microsoft Office Suite
  • Strong analytical skills with experience in CRM and pipeline management tools

Preferred Skills and Knowledge

  • Familiarity with HVAC systems and cooling technologies is advantageous

Education

  • A Bachelor's degree is highly preferred, particularly in Engineering or a related technical field

Travel and Work Environment

  • Valid driver's license and proof of insurance are required
  • Willingness to travel frequently, up to 50% of the time
  • Office setting with varying noise levels
  • Potential exposure to outdoor conditions and varying weather

Our Cultural Commitment

At SPX, our culture is fundamental to our identity. Our core values guide our actions, and our Leadership Model shapes our interactions. Every individual contributes to our mission, whether as a team member or a leader.

Employee Benefits

We prioritize the well-being of our employees, offering:

  • Flexible paid time off, including personal, caregiver, parental, and volunteer leave
  • Comprehensive health insurance and 401(k) matching starting from day one
  • Competitive compensation packages with performance-based bonuses
  • Opportunities for educational assistance and leadership development

Diversity and Inclusion

We celebrate diverse backgrounds and experiences at SPX, striving to create an inclusive environment where every voice is valued and encouraged to reach its full potential.

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