Patterson-Kelley
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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 group, TAMCO is an innovative manufacturer of high-end, superior quality dampers and air control products that serve commercial, industrial, and institutional markets. With its high attention to detail for products that are durable, maintenance free, energy efficient, and unparalleled in performance, companies rely on TAMCO to provide comfort and mission critical and industrial cooling solutions.
Preferred candidates will be located in the Western Region of the United States.
How You Will Make An Impact (Job Summary) SPX is a diverse team of unique individuals who all make an impact. As the Regional Sales Manager, you will play a crucial role in achieving booking, 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 Regional Sales Manager has a passion for driving sales growth and exceptional leadership, strategic thinking, and communication skills. The Regional 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)
Sales Leadership
Lead, mentor, and motivate a team of representatives and OEMs in assigned territory
Regularly meet with representatives and OEMs 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
Customer and Sales Support
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
Meet or exceed booking/revenue goals for quarter and year end
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
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) 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
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 realise their fullest potential.
Seniority level Director
Employment type Full-time
Job function Sales and Business Development
Referrals increase your chances of interviewing at Patterson-Kelley by 2x
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Get AI-powered advice on this job and more exclusive features.
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 group, TAMCO is an innovative manufacturer of high-end, superior quality dampers and air control products that serve commercial, industrial, and institutional markets. With its high attention to detail for products that are durable, maintenance free, energy efficient, and unparalleled in performance, companies rely on TAMCO to provide comfort and mission critical and industrial cooling solutions.
Preferred candidates will be located in the Western Region of the United States.
How You Will Make An Impact (Job Summary) SPX is a diverse team of unique individuals who all make an impact. As the Regional Sales Manager, you will play a crucial role in achieving booking, 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 Regional Sales Manager has a passion for driving sales growth and exceptional leadership, strategic thinking, and communication skills. The Regional 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)
Sales Leadership
Lead, mentor, and motivate a team of representatives and OEMs in assigned territory
Regularly meet with representatives and OEMs 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
Customer and Sales Support
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
Meet or exceed booking/revenue goals for quarter and year end
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
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) 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
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 realise their fullest potential.
Seniority level Director
Employment type Full-time
Job function Sales and Business Development
Referrals increase your chances of interviewing at Patterson-Kelley by 2x
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
#J-18808-Ljbffr