Process Cooling Sales Mgr - Great Lakes

Process Cooling Sales Manager - Great Lakes

Location: Indiana (IN), 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 HVAC Cooling, SPX Cooling Technologies is a leader in high quality industrial HVAC equipment used to cool large facilities like hospitals, data centers, and power plants. With cooling towers, fans, and refrigeration units, companies rely on brands like Marley, Recold, and SGS to provide comfort and mission critical and industrial cooling solutions.

Job Summary

SPX is a diverse team of unique individuals who all make an impact. As a Regional Sales Manager in the Power and Industrial division of SPX, you will achieve revenue and operating profit growth targets in the given territory. The person should act as the Account Manager responsible for delivering sales, service and parts goals. He/she should implement key corporate initiatives and meet with customers to discuss their goals and needs and be the facilitator of information between SPX and the customers. He/she should meet with customers to discuss general conditions, perform inspections, repairs, upgrades, parts, and major modifications; prepare estimates and proposals as needed. Additionally, the incumbent must know the activity level of competitors in their specific region. He/she must also meet booking/revenue numbers for the quarters and the year. The successful incumbent will demonstrate a clear sense of urgency and direction and will inspire and lead representatives and associates in addition to effectively communicating with representatives, associates, engineers, and customers.

Job Responsibilities

While each day brings new opportunities at SPX, your core responsibilities will be:

• Actively pursue key accounts / customers
• Manage individual representatives with booking and revenue goals
• Work with the cross-functional sales team to maximize sales in the given territory
• Work with the proposal manager to properly communicate customer requirements
• Develop strategies for quoting opportunities and working with customers including setting pricing levels
• Keep the representatives focused on booking/revenue targets and progress towards the targets
• Contact and meet with customers to discuss all aspects of proposals and close opportunities
• Perform inspections and reports
• Meet territory sales and gross margin goals
• Work with representatives to facilitate the territory's sales process (e.g. prospect, proposal, follow-up, close sale, order management, etc.)
• Develop and cultivate customer relationships by meeting with customers, conducting presentations, and discussing existing projects
• Accurately portray pipeline to develop proper forecasts
• Conduct regular conference calls with the representatives
• Complete additional duties as required by management (e.g. productivity goals, QMI session, etc.)

Experience, Knowledge, Skills, Abilities, Education

We each bring something to the table, and we are looking for someone who has:

• Bachelor's degree strongly preferred, notably in Engineering or another technical field
• 6+ years of experience direct sales experience in Power and Industrial type construction sales
• Knowledge of Power and Industrial processes, cooling towers and construction is helpful
• Aftermarket or distributor sales (representative management) experience Preferred
• Proficiency in Microsoft Office
• Ability to effectively manage data and understand analytics using a CRM / pipeline management tool
• Driver's license and proof of insurance

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.

SPX Total Rewards

At SPX, what's in it for our employees transcends market-competitive compensation and benefits. Our Total Rewards program also includes opportunities for employees' personal development, career growth, and recognition. These programs focus on alignment and assessment of organizational, team, and individual efforts toward achieving business results. Our development and career growth programs empower our employees to enhance their skills, develop new competencies, and pursue career goals. SPX benefits package provides choices designed to help employees manage their well-being. Our compensation programs are performance-based to recognize and reward employees who work hard, display the values and leadership practices we embrace, and deliver exceptional results.

Our Values

Integrity Accountability Excellence Teamwork Results At SPX, our values are at the heart of everything we do. We use our values every day to help us make the right decisions. We embrace a common purpose and strive for improvement. We respect and value each other as individuals and recognize that only by working together, as a team, can we reach our full potential. We take responsibility for our actions, build strong relationships with each other and our customers, and always act ethically. Our values inspire us to achieve the high standards of quality, safety, and performance that our customers expect and deserve.

Working at SPX

Our work environment is established on a work-life philosophy supported by policies, programs, and practices that help employees achieve success within and outside the workplace. We believe in creating an inclusive work environment where employees strive to realize their fullest potential. We are an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation, national origin, gender identity, genetic information, age, disability, veteran status or any other legally protected basis.