Regional Sales Manager - East

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, Cincinnati Fan is a leading manufacturer of industrial fans and blowers for OEMs and industrial applications With its high attention to detail for products that are durable, energy efficient, and unparalleled in performance, companies rely on Cincinnati Fan to provide comfort and mission critical and industrial cooling solutions.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 – East Region for Engineered Air Movement (EAM), you will be responsible for driving profitable sales growth across the assigned Eastern U.S. territory by developing and strengthening independent sales representatives and dealer relationships, expanding market penetration, and identifying new business opportunities.You will develop and execute regional sales strategies that support bookings, revenue, gross margin, and aftermarket growth objectives. Working closely with representatives, customers, and cross-functional EAM teams, you will identify opportunities to expand customer relationships, improve channel effectiveness, and deliver technical solutions that meet customer needs.Success in this role requires strong commercial judgment, strategic territory management, relationship-building skills, and the ability to influence channel partners without direct reporting authority. You will play a key role in advancing EAM's overall growth strategy through effective channel leadership, cross-selling opportunities, and alignment with business objectives.What you can expect in this role (Job Responsibilities)While each day brings new opportunities at SPX, your core responsibilities will be:Regional Sales & Channel LeadershipDevelop, support, and strengthen the representative and dealer network within the assigned territoryEstablish territory sales goals and expectations with representatives and regularly review performance against agreed-upon objectivesConduct regular business reviews with representatives to evaluate pipeline, bookings, revenue, market opportunities, and territory developmentIdentify representative training and development needs and coordinate appropriate product, application, and sales trainingDrive regional sales initiatives and monitor performance against territory goalsProvide commercial guidance and support on major opportunities, including negotiations and deal closureDevelop strategies for quoting opportunities, including pricing levels and review and approval of discount levelsEvaluate representative effectiveness and identify opportunities to strengthen or expand channel coverageDevelop and execute an East Region territory sales plan to achieve annual bookings, revenue, gross margin, and market penetration objectives.Customer and Sales SupportBuild and maintain strong relationships with representatives, dealers, customers, and key stakeholders within the territoryMonitor sales activities, customer satisfaction, and service and parts performance to ensure goals are metCollaborate 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 customersDevelop and cultivate relationships with customers by regularly meeting with them, conducting presentations, and discussing existing and potential projects and opportunitiesPrepare estimates and proposals for customersActively pursue key accountsMeet or exceed quarterly and annual bookings and revenue goalsIdentify underserved markets, customers, applications, and geographic areas and develop plans to increase EAM market penetrationDevelop and maintain territory growth plans for key representatives, customers, and target accountsPartner with EAM business and product leaders to identify cross-selling opportunities across the EAM portfolioAnalytics, Research, and Reporting Monitor bookings, revenue, gross margin, pricing, and pipeline performance against annual operating plan objectives.Maintain accurate sales forecasts and implement corrective actions to address performance gaps.Prepare and present regular reports on sales performance, market trends, and competitor activities to senior managementManage and track territory pricing levels, discount levels, and gross marginsPerform yearly market assessments in designated representative territoriesMaintain an accurate and actionable sales pipeline and provide timely bookings and revenue forecasts based on opportunity stage, probability, timing, and customer activityMonitor regional bookings, revenue, gross margin, pricing, and pipeline performance; identify gaps and implement corrective actions to achieve annual operating plan objectivesMonitor and manage expenses within assigned territory to ensure optimal resource allocationAnalyze sales data, customer feedback, and market trends to refine sales strategies and enhance sales effortsContinuous ImprovementContinuously 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 opportunitiesIdentify opportunities to optimize processes, enhance efficiency, and reduce costsParticipate in other projects as assigned that relate to the overall goals of the department and organizationWhat we are looking for (Experience, Knowledge, Skills, Abilities, Education)We each bring something to the table, and we are looking for someone who has:Required Experience7+ years of progressive B2B sales experience, including experience managing independent representatives, distributors, dealers, or other sales channelsDemonstrated success achieving sales, bookings, revenue, and/or margin growth objectivesPreferred Experience, Knowledge, Skills, and Abilities10+ years of progressive B2B sales experience, including representative, distributor, dealer, or direct sales experience preferredProven record of accomplishment of achieving sales targets and driving revenue growthPrior aftermarket, distributor, dealer, or representative-channel sales experience preferredExperience selling engineered, technical, or industrial products through representative, distributor, or dealer channels preferredExperience working with engineers, contractors, OEMs, end users, and other technical decision-makers preferredDemonstrated ability to influence, coach, and develop independent sales representatives and channel partners without direct reporting authorityPrior experience with project management and experience building project plansProactive and results oriented approach with a strong sense of accountability and ownershipStrategic thinker with prior experience developing and implementing effective sales strategiesExceptional negotiation and persuasive skills to close deals and secure new business opportunitiesExcellent interpersonal and communication skills, with the ability to build and maintain professional relationships at all levels of the organization and work cross functionallyAbility to present data and recommendations to senior leaders and customers with excellent presentation skillsAnalytical mindset with prior experience interpreting sales data and market trends and making strategic decisions and recommendationsFormal sales, negotiation, channel management, or commercial training preferredProficiency with Microsoft Office applications and CRM/pipeline management systemsWillingness to travel at least 50% of timeEducation & CertificationsBachelor’s degree in business, engineering, marketing, or a related technical field preferred; equivalent combination of education and relevant experience consideredDriver’s license and proof of insurance requiredTravel & Working EnvironmentFrequent travel to meet with customers, attend industry events, and visit company locations – at least 50% of timeHow we live our cultureOur 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?We know that the well-being of our employees is integral. Our benefits include:Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leaveCompetitive health insurance plans and 401(k) match, with benefits starting day oneCompetitive and performance-based compensation packages and bonus plansEducational assistance, leadership development programs, and recognition programs Our commitment to embrace diversity to build a culture of inclusion at SPXWe 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 realize their fullest potential. SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.