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 - East Region for Engineered Air Movement (EAM), you will be responsible for driving profitable sales growth across the assigned Eastern U.S. territory by developing and strengthening independent sales representatives and dealer relationships, expanding market penetration, and identifying new business opportunities.
You will develop and execute regional sales strategies that support bookings, revenue, gross margin, and aftermarket growth objectives. Working closely with representatives, customers, and cross-functional EAM teams, you will identify opportunities to expand customer relationships, improve channel effectiveness, and deliver technical solutions that meet customer needs.
Success in this role requires strong commercial judgment, strategic territory management, relationship-building skills, and the ability to influence channel partners without direct reporting authority. You will play a key role in advancing EAM's overall growth strategy through effective channel leadership, cross-selling opportunities, and alignment with business objectives.
What you can expect in this role (Job Responsibilities)While each day brings new opportunities at SPX, your core responsibilities will be:
Regional Sales & Channel Leadership- Develop, support, and strengthen the representative and dealer network within the assigned territory
- Establish territory sales goals and expectations with representatives and regularly review performance against agreed-upon objectives
- Conduct regular business reviews with representatives to evaluate pipeline, bookings, revenue, market opportunities, and territory development
- Identify representative training and development needs and coordinate appropriate product, application, and sales training
- Drive regional sales initiatives and monitor performance against territory goals
- Provide commercial guidance and support on major opportunities, including negotiations and deal closure
- Develop strategies for quoting opportunities, including pricing levels and review and approval of discount levels
- Evaluate representative effectiveness and identify opportunities to strengthen or expand channel coverage
- Develop and execute an East Region territory sales plan to achieve annual bookings, revenue, gross margin, and market penetration objectives.
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 quarterly and annual bookings and revenue goals
- Identify underserved markets, customers, applications, and geographic areas and develop plans to increase EAM market penetration
- Develop and maintain territory growth plans for key representatives, customers, and target accounts
- Partner with EAM business and product leaders to identify cross-selling opportunities across the EAM portfolio
Analytics, Research, and Reporting - Monitor bookings, revenue, gross margin, pricing, and pipeline performance against annual operating plan objectives.
- Maintain accurate sales forecasts and implement corrective actions to address performance gaps.
- 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
- Maintain an accurate and actionable sales pipeline and provide timely bookings and revenue forecasts based on opportunity stage, probability, timing, and customer activity
- Monitor regional bookings, revenue, gross margin, pricing, and pipeline performance; identify gaps and implement corrective actions to achieve annual operating plan objectives
- Monitor and manage expenses within 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 market landscape and adjust strategies accordingly to maximize profitability while aligning to 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- 7+ years of progressive B2B sales experience, including experience managing independent representatives, distributors, dealers, or other sales channels
- Demonstrated success achieving sales, bookings, revenue, and/or margin growth objectives
Preferred Experience, Knowledge, Skills, and Abilities- 10+ years of progressive B2B sales experience, including representative, distributor, dealer, or direct sales experience preferred
- Proven record of accomplishment of achieving sales targets and driving revenue growth
- Prior aftermarket, distributor, dealer, or representative-channel sales experience preferred
- Experience selling engineered, technical, or industrial products through representative, distributor, or dealer channels preferred
- Experience working with engineers, contractors, OEMs, end users, and other technical decision-makers preferred
- Demonstrated ability to influence, coach, and develop independent sales representatives and channel partners without direct reporting authority
- 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, negotiation, channel management, or commercial training preferred
- Proficiency with Microsoft Office applications and CRM/pipeline management systems
- Willingness to travel at least 50% of time
Education & Certifications- Bachelor's degree in business, engineering, marketing, or a related technical field preferred; equivalent combination of education and relevant experience considered
- 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 time
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
