SPX Technologies
Regional Sales Manager (Western Region)
SPX Technologies, Salt Lake City, Utah, United States, 84193
Regional Sales Manager – Engineered Air Movement, SPX Technologies
SPX Technologies builds innovative HVAC and Detection & Measurement solutions that enable a safer, more efficient, and sustainable world. The Engineered Air Movement group, known for high-end dampers and air control products, serves commercial, industrial, and institutional markets with durable, energy‑efficient, and high‑performance products.
Job Summary As Regional Sales Manager, you will lead a team of sales representatives and OEMs, driving booking, revenue, and operating profit growth. You will deliver sales, service, and parts goals, build a strong representative network, and execute a channel strategy that aligns with company objectives.
Responsibilities
Lead, mentor, and motivate a team of representatives and OEMs in the assigned territory.
Regularly meet with representatives and OEMs to develop and implement strategies that grow territories and ensure alignment with company goals.
Set clear performance expectations, provide regular feedback, and conduct quarterly performance reviews.
Assist in the development and implementation of training programs to enhance sales capabilities.
Drive sales initiatives and monitor team performance against goals.
Guide representatives in negotiating and closing deals with customers.
Develop pricing strategies for quoting opportunities, including setting pricing levels and reviewing and approving discount levels.
Foster a collaborative and inclusive work environment within the team.
Build and maintain strong relationships with representatives, OEMs, 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 and meet or exceed booking/revenue goals for the quarter and year end.
Prepare and present regular reports on sales performance, market trends, and competitor activities to senior management.
Manage 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 the assigned territory to ensure optimal resource allocation.
Analyze sales data, customer feedback, and market trends to refine sales strategies and enhance sales efforts.
Continuously assess market landscape and adjust strategies to maximize profitability while aligning with 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.
Qualifications
Required Experience : At least 7 years’ experience in representative management and/or direct sales.
Preferred Experience :
10+ years of experience in representative management or direct sales.
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 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 the time.
Education & Certifications
Bachelor’s degree in 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 the time.
Benefits
Competitive and performance‑based compensation packages and bonus plans.
Educational assistance, leadership development programs, and recognition programs.
Culture & Values 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. We value different backgrounds, experiences, and voices and are committed to challenging ourselves, openly communicating, and striving to improve every day.
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Job Summary As Regional Sales Manager, you will lead a team of sales representatives and OEMs, driving booking, revenue, and operating profit growth. You will deliver sales, service, and parts goals, build a strong representative network, and execute a channel strategy that aligns with company objectives.
Responsibilities
Lead, mentor, and motivate a team of representatives and OEMs in the assigned territory.
Regularly meet with representatives and OEMs to develop and implement strategies that grow territories and ensure alignment with company goals.
Set clear performance expectations, provide regular feedback, and conduct quarterly performance reviews.
Assist in the development and implementation of training programs to enhance sales capabilities.
Drive sales initiatives and monitor team performance against goals.
Guide representatives in negotiating and closing deals with customers.
Develop pricing strategies for quoting opportunities, including setting pricing levels and reviewing and approving discount levels.
Foster a collaborative and inclusive work environment within the team.
Build and maintain strong relationships with representatives, OEMs, 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 and meet or exceed booking/revenue goals for the quarter and year end.
Prepare and present regular reports on sales performance, market trends, and competitor activities to senior management.
Manage 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 the assigned territory to ensure optimal resource allocation.
Analyze sales data, customer feedback, and market trends to refine sales strategies and enhance sales efforts.
Continuously assess market landscape and adjust strategies to maximize profitability while aligning with 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.
Qualifications
Required Experience : At least 7 years’ experience in representative management and/or direct sales.
Preferred Experience :
10+ years of experience in representative management or direct sales.
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 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 the time.
Education & Certifications
Bachelor’s degree in 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 the time.
Benefits
Competitive and performance‑based compensation packages and bonus plans.
Educational assistance, leadership development programs, and recognition programs.
Culture & Values 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. We value different backgrounds, experiences, and voices and are committed to challenging ourselves, openly communicating, and striving to improve every day.
#J-18808-Ljbffr