Manager, Process Cooling Sales - Northeast & EPC East

Saved job description

Building the people that build the world.

Marley Evaporative Cooling Systems for power and industrial process applications are engineered and constructed to address the specific requirements of power generation, refining, and manufacturing operations with demanding process heat loads. SPX Cooling Technologies has the unique capabilities to engineer and build a wide range of evaporative cooling products, from custom-designed field-erected cooling towers and air-cooled heat exchangers to factory-assembled modular open-circuit steel towers and closed-circuit fluid coolers.

The Marley brand is the evaporative cooling system of choice for some of the largest industrial processes and most complex manufacturing facilities in the world. Applications range from machine jacketing and compressor cooling to full production heat rejection process control. When weighing the advantages of water-cooled systems compared with air-cooled alternatives, evaporative cooling offers greater energy efficiency and lower water consumption.

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 customers. Additionally, the incumbent must know the activity level of competitors in their specific region and in each representative’s 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 territory’s 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 Cooling’s 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

•           Bachelor’s 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

•           Driver’s 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.