How you will make an Impact (Job Summary)SPX is a diverse team of talented individuals who make a meaningful impact every day. As the North America Sales Leader, you will lead the development and execution of the CUES commercial strategy across all direct and dealer/distributor channels throughout North America. This role is responsible for aligning sales strategy, channel execution, and team performance to drive profitable growth across municipality and contractor segments in the storm/sewer inspection market.
The North America Sales Leader will provide clear direction and strong operating discipline across the sales organization, including product specialists and sales representatives responsible for winning and expanding business. A critical priority for this position is the continued growth of the sales team through structured leadership, coaching, mentoring, performance management, and the implementation of consistent sales processes, tools, and expectations. This leader will also oversee hiring, development, and motivation of sales personnel to ensure achievement of growth, market penetration, and contribution margin objectives within assigned areas of responsibility.
What you can expect in this role (Job Responsibilities)Sales Strategy & Execution - North America- Deliver sales objectives through the development and execution of promotional programs, approved pricing strategies, sales policies, and support tools. Metrics include gross sales, operating profit, and key management objectives.
- Develop, refine, and institutionalize a structured sales process, training approach, and supporting tools, using data and analytics to prioritize the most attractive markets and opportunities.
- Analyze market trends, competitor activity, channel dynamics, and customer needs to identify growth opportunities and strengthen market position across municipal and contractor segments
Leadership and Team Management:- Lead the ongoing development of the sales organization by defining and optimizing sales processes, playbooks, enablement tools, and performance expectations across sales managers, regional sales representatives, manufacturer's representatives, dealers, and distributors.
- Provide visible leadership, in-field coaching, mentoring, and accountability to elevate team capability, strengthen execution discipline, and improve profitable growth.
- Build a high-performance culture grounded in professional development, collaboration, ownership, and continuous improvement.
- Assess organizational capability on an ongoing basis and make recommendations related to talent, structure, training, and channel coverage to improve alignment with strategic goals.
- Conduct ongoing evaluation of the dealer/distributor network to identify opportunities to strengthen capability, improve alignment, and increase commercial effectiveness.
- Promote completion of VOC activities, including key customer, representative, dealer, distributor, and contractor councils, and ensure follow-through on resulting actions.
Customer Relationship Management:- Support Regional Sales Managers in building and sustaining strong relationships with key customers by understanding business needs and advancing effective, value-based solutions.
- Develop strong cross-functional relationships to ensure alignment on marketing strategy, customer programs, new product development planning and implementation, and operational priorities.
- Contribute to the overall business unit strategy to support long-term growth through channel development, cost optimization, go-to-market initiatives, and product strategies.
- Resolve escalated customer issues with urgency and sound judgment to maintain a high level of customer satisfaction and trust.
Sales Performance Monitoring:- Develop and manage departmental budgets, annual sales plans, and incentive programs, while proactively communicating impacts to forecasts and outlook.
- Monitor and analyze sales performance metrics to identify gaps, uncover improvement opportunities, and implement corrective actions across regions and channels.
- Lead ongoing analysis of sales results and business drivers to identify actions that accelerate growth and improve outcomes, including regular updates to monthly sales outlooks.
- Present results, insights, and recommendations to senior leadership and cross-functional stakeholders in a clear and actionable manner.
- Partner with the Finance Leader to review and approve commission payouts accurately and on time.
Market Analysis & Budgeting:- Develop short- and long-term strategies for the North American market, including systematic collection, maintenance, analysis, and communication of competitive activity, market conditions, economic trends, target accounts, customer profiles, and market share dynamics.
- Conduct market research and translate insights into practical actions that refine sales strategy and improve commercial effectiveness.
- Establish annual targets and manage the North American sales budget to ensure disciplined allocation of resources in support of strategic objectives.
- Monitor and control spending within the approved budget.
- Provide key input into weekly SIOP meetings on sales opportunities that help inform financial forecasts and the manufacturing organization plan production.
Collaboration:- Build strong cross-functional partnerships to align commercial activity with marketing strategy, customer programs, product development, and operational needs.
- Partner with Product Management and Marketing to refine go-to-market strategies and successfully implement needed changes across North America.
- Collaborate with Marketing to develop value-selling tools and messaging that clearly differentiate CUES solutions in the marketplace.
Compliance:- Ensure that all sales activities and processes comply with company policies, industry regulations, and legal requirements.
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- 7-10 years of outside sales experience in a municipal and/or contractor environment within a capital equipment related industry
- 5 years of direct experience leading a sales team
Preferred Experience- 10+ years outside sales experience
- Strong financial acumen and ability to influence meaningful change
Preferred Experience, Knowledge, Skills, and Abilities - Experience designing, implementing, and sustaining a structured sales process
- Experience using CRM tools and driving strong team adoption, utilization, and data discipline.
- Proven leadership ability with a track record of coaching, developing, and mentoring sales talent.
- Demonstrated success leading change, setting priorities, and implementing initiatives that improve organizational effectiveness.
- Strong commercial and sales leadership skills, including directing teams toward measurable performance outcomes.
- Excellent written and verbal communication skills, with the ability to communicate effectively with customers, senior leaders, peers, and members of the sales organization.
- Strategic mindset with the ability to identify opportunities, build alignment, and lead execution.
- Proven track record of meeting commitments with the highest standards of ethics and integrity.
- Ability to manage competing priorities with urgency, energy, and sound judgment.
- 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
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
