Regional Sales Manager - West Region

Motivated to grow with a stable organization? Cincinnati Fan is a leading manufacturer of industrial fans for OEMs and industrial applications. Superior products, excellent service, and on-time delivery have been the core belief of Cincinnati Fan since its founding in 1956. Our unique manufacturing systems allow us to quickly and affordably customize. We have over 170 sales engineers in 56 offices throughout the United States and Canada providing knowledgeable, experienced and local support.

Our new hires enjoy a variety of benefits including professional development opportunities, competitive compensation, and opportunities for career advancement. We are rapidly growing organically and through acquisitions, as part of SPX Corporation (SPXC). With its people-centric culture, SPX prides itself on attracting top talent to the industry.

Job Summary

This position will be responsible for the Western Region and can be based in any western region location.

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. He/she should meet with customers to discuss general conditions, repairs, upgrades, parts, and major modifications; prepare estimates and proposals as needed as well as performs project management functions. 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.

Principal Duties and Responsibilities

• Manage individual representatives with booking and revenue goals
• Develop, manage and evaluate reps and their growth plans
• Conduct quarterly reviews with representatives
• Actively pursue key accounts
• Work with the cross-functional sales team to maximize sales in the given territory
• Work with the proposal manager to properly communicate customer requirements
• 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 to various internal departments 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

Education and 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
• Aftermarket or distributor sales (representative management) experience
• 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

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ABOUT SPX

SPX is a diversified, global supplier of infrastructure equipment with scalable growth platforms in heating, ventilation and air conditioning (HVAC), detection and measurement, and engineered solutions. With operations in 17 countries and approximately $1.4 billion in annual revenue, we offer a wide array of highly engineered products with strong brands.

SPX TOTAL REWARDS

At SPX , what's in it for our employees transcends market-competitive compensation and benefits. Our Total Rewards program also includes opportunities for employees' personal development, career growth, and recognition. These programs focus on alignment and assessment of organizational, team, and individual efforts toward achieving business results. Our development and career growth programs empower our employees to enhance their skills, develop new competencies, and pursue career goals. SPX benefits package provides choices designed to help employees manage their well-being. Our compensation programs are performance-based to recognize and reward employees who work hard, display the values and leadership practices we embrace, and deliver exceptional results.

OUR VALUES

• Integrity
• Accountability
• Excellence
• Teamwork
• Results

At SPX, our values are at the heart of everything we do. We use our values every day to help us make the right decisions. We embrace a common purpose and strive for improvement. We respect and value each other as individuals and recognize that only by working together, as a team, can we reach our full potential. We take responsibility for our actions, build strong relationships with each other and our customers, and always act ethically. Our values inspire us to achieve the high standards of quality, safety, and performance that our customers expect and deserve.

WORKING AT SPX

Our work environment is established on a work-life philosophy supported by policies, programs, and practices that help employees achieve success within and outside the workplace. We believe in creating an inclusive work environment where employees strive 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, national origin, gender identity, genetic information, age, disability, veteran status or any other legally protected basis.