Regional Sales Manager (Western Region)

Regional Sales Manager – Engineered Air Movement, SPX Technologies

SPX Technologies builds innovative HVAC and Detection & Measurement solutions that enable a safer, more efficient, and sustainable world. The Engineered Air Movement group, known for high-end dampers and air control products, serves commercial, industrial, and institutional markets with durable, energy-efficient, and high-performance products.

Job Summary

As Regional Sales Manager, you will lead a team of sales representatives and OEMs, driving booking, revenue, and operating profit growth. You will deliver sales, service, and parts goals, build a strong representative network, and execute a channel strategy that aligns with company objectives.

Responsibilities

• Lead, mentor, and motivate a team of representatives and OEMs in the assigned territory.
• Regularly meet with representatives and OEMs to develop and implement strategies that grow territories and ensure alignment with company goals.
• Set clear performance expectations, provide regular feedback, and conduct quarterly performance reviews.
• Assist in the development and implementation of training programs to enhance sales capabilities.
• Drive sales initiatives and monitor team performance against goals.
• Guide representatives in negotiating and closing deals with customers.
• Develop pricing strategies for quoting opportunities, including setting pricing levels and reviewing and approving discount levels.
• Foster a collaborative and inclusive work environment within the team.
• 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 and meet or exceed booking / revenue goals for the quarter and year end.
• Prepare and present regular reports on sales performance, market trends, and competitor activities to senior management.
• Manage 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 the assigned territory to ensure optimal resource allocation.
• Analyze sales data, customer feedback, and market trends to refine sales strategies and enhance sales efforts.
• Continuously assess market landscape and adjust strategies to maximize profitability while aligning with 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.

Qualifications

At least 7 years' experience in representative management and / or direct sales.

10+ years of experience in representative management or direct sales.

Education & Certifications

Travel & Working Environment

Benefits

Culture & Values

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. We value different backgrounds, experiences, and voices and are committed to challenging ourselves, openly communicating, and striving to improve every day.

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