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Head of Commercial Operations

2 months ago

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

Empowering the Innovators of Tomorrow.

At SPX Cooling Technologies, we specialize in delivering cutting-edge solutions in HVAC and Measurement Technologies, contributing to a safer and more sustainable environment. Our commitment to talent development through the RiSE framework allows us to Reach, Identify, Strengthen, and Engage our workforce, fostering a culture of continuous improvement and innovation.

Role Overview (Impact Summary)

As the Director of Commercial Operations, you will play a pivotal role in driving revenue and profit growth by leading a dynamic sales team and independent representatives for SGS. This position demands a strategic commercial leader who will oversee sales, service, and parts objectives while cultivating robust customer relationships and enhancing representative networks. You will engage with representatives to explore business growth opportunities and provide exceptional sales and aftermarket experiences, as well as liaise with customers to understand their objectives and expand the refrigeration sector.

Key Responsibilities

Your primary duties will include:

  • Overseeing representatives to achieve booking and revenue targets.
  • Creating and managing growth plans for representatives.
  • Conducting quarterly performance reviews with sales representatives.
  • Pursuing key accounts actively to enhance business opportunities.
  • Collaborating with cross-functional sales teams to optimize sales performance.
  • Formulating strategies for pricing and quoting opportunities.
  • Maintaining focus on booking and revenue targets.
  • Engaging with customers to discuss proposals and finalize opportunities.
  • Achieving sales and gross margin objectives.
  • Facilitating the sales process within the territory.
  • Building and nurturing customer relationships through meetings and presentations.
  • Ensuring effective communication between representatives and SPX Cooling's headquarters.
  • Reviewing active projects with representatives and approving discount levels.
  • Conducting annual market assessments in assigned territories.
  • Providing accurate forecasts based on pipeline data.
  • Managing pricing, discount levels, and gross margins.
  • Holding regular conference calls with representatives.
  • Completing additional tasks as assigned by management.
  • Traveling as needed to support representatives in the territory.
  • Overseeing operations in the Americas region.
  • Implementing professional sales training processes.
  • Executing effective marketing initiatives.

Qualifications (Experience and Skills)

We seek a candidate who possesses:

Essential Experience

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

Preferred Knowledge and Skills

  • Familiarity with HVAC systems and cooling towers is advantageous but not mandatory.

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 at least 50% of the time.
  • Office environment with varying noise levels.
  • Potential exposure to outdoor conditions and varying weather.

Cultural Commitment

At SPX, our culture is foundational to our success. We uphold core values that guide our interactions and our Leadership Model shapes how we collaborate. Each individual contributes to our collective leadership, regardless of their role.

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, effective from day one.
  • Competitive compensation packages with performance-based bonuses.
  • Opportunities for educational assistance and leadership development.

Diversity and Inclusion

We value diverse backgrounds and experiences at SPX, fostering an inclusive environment where every voice is heard. Our commitment to diversity enhances our culture and drives our success.