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Regional Sales Manager
24 hours ago
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 Detection and Measurement, CUES is the world's leading developer of water, wastewater, and storm water inspection equipment. With CCTV cameras, pre-built vehicles, and software for pipeline inspection and rehabilitation, we improve the safety and reliability of our water infrastructure systems.
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 (RSM), you will be responsible for developing and implementing the CUES sales strategy for all direct and dealer/distributor channels in the assigned market area of responsibility. This includes the planning for, coordination and strategy of all CUES business within assigned area of responsibility (Geography, Market, Channel, Accounts), including all product and support specialists required to engage in the successful pursuit of business. The Regional Sales Manager is also responsible for hiring, training and motivating sales personnel to ensure successful achievement of assigned goals for performance to plan including growth, market penetration and contribution margin as appropriate for assigned area of responsibility.
What you can expect in this role (Job Responsibilities)
1. Sales Strategy Development:
- Achieve sales metrics through the development and implementation of promotional programs, approved pricing policies, sales policies, support tools, etc. Metrics are subject to change but may include gross sales, operating profits, and management objectives.
- Define and optimize the sales process, sales training, and sales tools.
- Analyze market trends, competitor activities, and customer needs to identify new business opportunities.
2. Leadership and Team Management:
- Provide leadership, coaching, in field training and oversight to regional sales team, external sales reps, dealers and distributors, including accountability for achieving results.
- Set clear sales targets and provide ongoing coaching and feedback to team members to ensure the achievement of goals.
- Foster a positive and collaborative team culture, promoting professional development and growth.
Lead channel VOC activities, including key customer, rep, dealer and distributor/contractor councils.
3. Customer Relationship Management:
- Build and maintain strong relationships with key customers, understanding their needs and providing effective solutions.
- Address customer concerns and issues promptly, ensuring a high level of customer satisfaction.
4. Sales Performance Monitoring:
- Monitor and analyze sales performance metrics to identify areas for improvement and implement corrective actions.
- Conduct ongoing evaluation of the dealer/distributor network and rep sales organizations, seeking opportunities to upgrade capabilities and improve alignment and ability to achieve sales objectives.
- Lead ongoing analysis of sales results and drivers to identify plans that accelerate or improve sales results to achieve goals and update monthly sales outlook. Will include reporting results to senior leadership and cross-functional team.
5. Market Analysis:
- Have a thorough understanding of the market and develop long-term and short-term strategies for the market area. This includes systematically gathering, maintaining, analyzing, and communicating up-to-date information about competitive activities, market conditions, economic influences, target accounts, current accounts, customer profiles, market share, etc.
- Conduct market research to stay informed about industry trends, customer preferences, and competitive offerings.
- Use market insights to adapt and refine sales strategies for maximum effectiveness.
6. Budget Management & Compliance:
- Develop and manage the regional sales budget, ensuring efficient allocation of resources to achieve targets.
- Monitor and control expenses within the allocated budget.
- Ensure that all sales activities and processes comply with company policies, industry regulations, and legal requirements.
7. Collaboration:
- Develop strong cross-functional relationships to ensure alignment on marketing strategy, customer programs, new product development, and operational needs.
- Partner with Product Management and Marketing to define go-to-market strategies.
- Partner with Marketing to develop value selling tools that differentiate CUES products.
What 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 Experience
- 5 years of outside sales experience in a municipal and/or contractor environment within a capital equipment related industry
- 5 years of experience leading a sales team
Preferred Experience
- 10 years outside sales experience preferred
Preferred Experience, Knowledge, Skills, and Abilities
- Experience defining and implementing a structured sales process
- Experience using CRM and driving sales team/user adoption
- Effective leader with proven ability to develop, coach, and mentor employees
- Effective change agent with proven ability to confidently identify, plan, prioritize and implement meaningful change
- Demonstrated advanced sales skills including directing a sales team
- Strong written and verbal communication skills to effectively communicate with customers, senior leaders, peers, and members of the sales organization
- Proven strategist with the ability to identify new strategies, gain buy in, and lead to implementation
- Proven track record of meeting commitments with the highest standards of ethics and integrity
- Able to handle competing demands with a sense of urgency, drive, and energy.
- Strong negotiation skills
Education & Certifications
- Bachelor's degree or equivalent experience required
- Master's degree in Business or Marketing preferred
Travel & Working Environment
- Requires 50-60% travel by airplane or automobile
- Normal office environment
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?
We know that the well-being of our employees is integral. Our benefits include:
- 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.
