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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 Cooling’s Engineered Air Movement group, TAMCO is an innovative manufacturer of high-end, superior quality dampers and air control products that serve commercial, industrial, and institutional markets. With its high attention to detail for products that are durable, maintenance-free, energy-efficient, and unparalleled in performance, companies rely on TAMCO to provide comfort and mission-critical and industrial cooling solutions. SPX is a diverse team of unique individuals who all make an impact. As the Regional Sales Manager, you will play a crucial role in achieving revenue and operating profit growth targets by providing effective leadership to a team of sales representatives in a given territory. Acting as a Regional Business Leader, you are responsible for delivering sales, service, and parts goals and building and strengthening your representative network. The successful Regional Sales Manager has a passion for driving sales growth and exceptional leadership, strategic thinking, and communication skills.
What you can expect in this role (Job Responsibilities)
While each day brings new opportunities at SPX, your core responsibilities will be:
Sales Leadership
- Lead, mentor, and motivate a team of representatives in the assigned territory
- Regularly meet with representatives to develop and implement strategies to grow territories, ensuring alignment with company goals and objectives
- Set clear performance expectations and goals, providing regular feedback, and quarterly performance reviews
- Assist in the development and implementation of training programs to enhance sales capabilities of the team
- Drive sales initiatives and monitor teams’ performance against goals
- Provide guidance and support to representatives in negotiating and closing deals with customers
- Develop strategies for quoting opportunities, including setting pricing levels and reviewing and approving discount levels
- Foster a collaborative and inclusive work environment with the team
Customer and Sales Support
- Build and maintain strong relationships with representatives, dealers, 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
- Meet or exceed booking/revenue goals for quarter and year-end
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Analytics, Research, and Reporting
- Prepare and present regular reports on sales performance, market trends, and competitor activities to senior management
- Manage and track territory pricing levels, discount levels, and gross margins
- Perform yearly market assessments in designated representative territories
- Develop accurate forecasts by understanding the 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
Continuous Improvement
- Continuously assess the market landscape and adjust strategies accordingly 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
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
- At least 7 years’ experience in representative management and/or direct sales
Preferred Experience, Knowledge, Skills, and Abilities
- Extensive experience in representative management or direct sales preferred
- Proven track record of achieving sales targets and driving revenue growth
- Prior aftermarket or distributor sales experience
- Related industry experience, particularly in exhaust air, air handling, or air distribution of HVAC equipment, companies, customers, and contractors, and understanding of the industry’s market dynamics
- Prior leadership and team management experience, with the proven ability to coach, motivate, develop, and inspire a team
- Prior experience with project management and experience building project plans
- Proactive and results-oriented approach with a strong sense of accountability and ownership
- Strategic thinker with prior experience developing and implementing effective sales strategies
- Exceptional negotiation and persuasive skills to close deals and secure new business opportunities
- Excellent interpersonal and communication skills, with the ability to build and maintain professional relationships at all levels of the organization and work cross-functionally
- Ability to present data and recommendations to senior leaders and customers with excellent presentation skills
- Analytical mindset with prior experience interpreting sales data and market trends and making strategic decisions and recommendations
- Formal sales and marketing training
- Proficiency in Microsoft Office (Word, Excel, Access, PowerPoint, Outlook)
- Proficiency in CRM/pipeline management tools
- Willingness to travel at least 50% of the time
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Education & Certifications
- Bachelor’s degree in Engineering, technical, or business field preferred
- Driver’s license and proof of insurance required
Travel & Working Environment
- Frequent travel to meet with customers, attend industry events, and visit company locations – at least 50% 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:
- 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
SPX is an Equal Opportunity Employer. All candidates will be evaluated on the basis of their qualifications for the job in question. We do not base our employment decisions on an applicant’s race, color, religion, age, gender or sex, national origin, ancestry, marital status, sexual orientation, gender identity, or any other protected ground. We are committed to an inclusive, barrier-free recruitment and selection processes. We are pleased to accommodate individual needs in accordance with the Accessibility for Ontarians with Disabilities Act, 2005. Should you require accommodation at any time, please advise Human Resources or our Talent Acquisition Team.
Compensation Disclosure
For use by Ontario employers with 25 or more employees, for positions with expected compensation of $200,000 CAD/year or less.
The expected compensation for this position is between $[lowest amount] and $[highest amount] per year. This range reflects the anticipated compensation for the role, based on factors such as qualifications, experience, and market conditions. This job posting is for an existing position that is currently vacant.
Use of Artificial Intelligence
We use automated tools, including artificial intelligence, to support the screening and evaluation of applicants for this role.
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