Manager, Process Cooling Sales Northeast & EPC 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. Were 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.

How you will make an Impact (Job Summary)

The primary purpose of this position is to achieve revenue and operating profit growth targets through effective leadership of representatives in the given territory. The person should act as the Regional Business Leader (RBL) responsible for delivering sales service and parts goals and building and strengthening their rep networks. He/she should meet with Reps to determine how to grow their business and provide an extraordinary sales and aftermarket experience and 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 the representatives and the the incumbent must know the activity level of competitors in their specific region and in each representatives territory. 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.

What you can expect in this role (Job Responsibilities)

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

• Manage individual representatives with booking and revenue goals
• Develop manage and evaluate reps and their growth plans
• Conduct monthly reviews with representatives
• Actively pursue strategic accounts
• Work with the cross-functional sales team to maximize sales in the given territory
• 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
• Meet territory sales and gross margin goals
• Work with representatives to facilitate the territorys 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
• Regularly pass information to and from the representatives and SPX Coolings headquarters to assist with sales and customer requests
• Discuss all active projects with the representatives and approve aggressive discount levels
• Perform yearly market assessments in designated rep territories
• Accurately portray pipeline to develop proper forecasts
• Manage and track territory pricing levels discount levels and gross margins
• Conduct regular conference calls with the representatives
• Complete additional duties as required by management (e.g. productivity goals QMI session etc.)
• Travel as necessary to support the representatives of the given territory
• Responsible for assigned region in the Americas

What we are looking for (Required/Ideal Experience Skills Education)

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

EDUCATION/EXPERIENCE

Bachelors degree strongly preferred notably in Engineering or another technical field

10 years of experience in representative management and/or direct sales experience

Knowledge of HVAC/cooling towers is helpful

Aftermarket or distributor sales (representative management) experience

CERTIFICATION/OTHER SKILLS AND ABILITIES

Proficiency in Microsoft Office

Ability to effectively manage data and understand analytics using a CRM / pipeline management tool

Drivers license and proof of insurance

Willingness to travel at least 50 percent of the 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

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 leave
• Competitive health insurance plans and 401(k) match with benefits starting day one
• 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 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.