Territory Sales Manager at SPX

Job description

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. This is a position with The Marley Company, a parent company which provides administrative support to the SPX Enterprises HVAC Heating businesses (such as WM Technologies, LLC, Marley Engineered Products, LLC, Patterson-Kelley, LLC) and includes all Weil-McLain® branded products. 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 with problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. This is a position with WM Technologies, LLC and affiliate of SPX Enterprises, LLC, which manufactures and sells Weil-McLain® branded products. Weil-McLain® is a leading North American brand of hydronic comfort heating systems for residential, commercial, and institutional buildings since 1881. We are a diverse team of unique individuals who all make an impact. As the Territory Sales Manager, you will be integral to the continued growth and success of the company by understanding and developing your assigned territory to maximize revenue and growth targets. Responsible for developing and maintaining strong customer relationships and ensuring efficient sales operations within your territory, you will devise sales strategies, analyze data, identify sales opportunities, and address customer concerns in order to strengthen and grow your territory. The successful Territory Sales Manager is results driven with a passion for driving sales growth and exceptional communication and negotiation skills. What you can expect in this role (Job Responsibilities) While each day brings new opportunities, your core responsibilities will be: 1. Territory Management and Sales • Manage a designated territory by identifying potential customers, contractors, and distributors and creating a strategic plan to effectively engage them • Proactively seek out and engage with new customers, contractors, and distributors within territory to expand our market presence and increase sales • Develop and execute sales strategies to achieve or exceed sales targets, including identifying cross-selling and upselling opportunities • Prepare estimates and proposals for customers • Actively pursue key accounts • Meet or exceed booking/revenue goals for quarter and year end • Plan and implement sales activities with distributor customers • Educate customers and prospects on product features, benefits, and competitive advantages • Collaborate with internal teams, including marketing, product management, customer service, and production to provide feedback on customer needs, market trends, and competitor activities • Represent Weil-McLain product line during regional and national trade shows 2. Customer Support: • Build and maintain strong relationships with current and prospective customers, contractors, and distributors (including top management, sales, purchasing, inventory control, accounts payable, etc.) through regular communication and follow up, sales calls, product demonstrations, sponsored product shows, and face to face meetings • Deliver product and technical training to enhance understanding and ability and effectively promote products and associated digital products • Collaborate with representatives, sales team, engineering, and production, to resolve customer issues and ensure high levels of customer satisfaction 3. Analytics, Research, and Reporting • Create and maintain records of sales activities, customer interactions, and progress toward goals using CRM tools • Create and Manage Opportunity Pipeline • Prepare and present regular reports on sales performance, market trends, and competitor activities to management • Monitor and manage expenses within assigned territory to ensure optimal resource allocation 4. Continuous Improvement: • Analyze sales data, customer feedback, and market trends to identify areas for improvement and sales optimization and recommend action plans to address • Actively participate in product growth opportunities including new product introductions, product presentations, and technical presentations • 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 2 years’ territory sales experience in closely related industry • Experience with channel management Preferred Experience, Knowledge, Skills, and Abilities • Proven track record of achieving and exceeding sales targets and driving business growth • Solid understanding of sales principles, techniques, strategies, and best practices • Technical understanding of product features, functions, benefits, installation and application and ability to explain technical concepts in a clear and concise manner • Prior experience delivering technical training • Self motivated, with the ability to work independently and as part of the team • 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 distributors and customers with excellent presentation skills • Analytical mindset with prior experience interpreting sales data and market trends and adjusting strategies accordingly • Formal sales and marketing training • Proficiency in Microsoft Office (Word, Excel, Access, PowerPoint, Outlook) • Proficiency in CRM software and other sales productivity tools • Willingness to travel at least 80% of time Education & Certifications • High school diploma or equivalent required • Bachelor’s degree sales, marketing, or related 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 80% of time • Home office/remote working environment • Ability to drive long distances • Ability to lift and move product displays weighing up to 50 lbs • Can live anywhere within the assigned territory of Central Long Island - Long Island, Brooklyn, Queens 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. 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 We value different backgrounds, experiences, and voices, 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. We are 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. We recognize that attracting the best talent is key to our strategy and success as a company. As a result, we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates. As required by law in this state, the estimated salary range for this position is $82,600 - $110,000 and represents our good faith estimate as to what our ideal candidates are likely to expect. We tailor our offers within the range based on organizational needs, internal equity, market data, geographic zone, and the selected candidate’s experience, education, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the selection process. At SPX, it is not common for individuals to be hired at the higher end of the range, and compensation decisions depend on a variety of factors. This position is eligible to participate in a performance bonus, subject to the rules governing the plan. SPX offers a variety of benefits, including health benefits, 401K retirement with a company match, and paid time off. More information about our benefits can be found on the “Rewards and Benefits” section of our career page.

Requirements

Must-haves

Building the people that build the world.
Building the people that build the world.
What you can expect in this role (Job Responsibilities)
While each day brings new opportunities, your core responsibilities will be:
Territory Management and Sales
Manage a designated territory by identifying potential customers, contractors, and distributors and creating a strategic plan to effectively engage them
Proactively seek out and engage with new customers, contractors, and distributors within territory to expand our market presence and increase sales
Develop and execute sales strategies to achieve or exceed sales targets, including identifying cross-selling and upselling opportunities
Prepare estimates and proposals for customers
Actively pursue key accounts
Meet or exceed booking/revenue goals for quarter and year end
Plan and implement sales activities with distributor customers
Educate customers and prospects on product features, benefits, and competitive advantages
Collaborate with internal teams, including marketing, product management, customer service, and production to provide feedback on customer needs, market trends, and competitor activities
Represent Weil-McLain product line during regional and national trade shows
Deliver product and technical training to enhance understanding and ability and effectively promote products and associated digital products
Collaborate with representatives, sales team, engineering, and production, to resolve customer issues and ensure high levels of customer satisfaction
Analytics, Research, and Reporting
Create and maintain records of sales activities, customer interactions, and progress toward goals using CRM tools
Create and Manage Opportunity Pipeline
Prepare and present regular reports on sales performance, market trends, and competitor activities to management

Nice-to-haves

Preferred Experience, Knowledge, Skills, and Abilities
Bachelor’s degree sales, marketing, or related field preferred
Competitive and performance-based compensation packages and bonus plans

Application prep

Use the role’s language and application details while tailoring your materials.

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Benefits

Benefits detected in the listing.

Health Insurance

401k

401(K)

Paid Time Off