Regional Sales Manager

Baltimore, MD, United States

Regional Sales Manager

Location:

Delaware (DE), US

New Jersey (NJ), US

Maryland (MD), US

Pennsylvania (PA), US

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.

As part of Detection and Measurement, CUES is the world's leading developer of water, wastewater, and storm water inspection equipment. With CCTV cameras, pre-built vehicles, and software for pipeline inspection and rehabilitation, we improve the safety and reliability of our water infrastructure systems.

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 (RSM), you will be responsible for developing and implementing the CUES sales strategy for all direct and dealer/distributor channels in the assigned market area of responsibility. This includes the planning for, coordination and strategy of all CUES business within assigned area of responsibility (Geography, Market, Channel, Accounts), including all product and support specialists required to engage in the successful pursuit of business. The Regional Sales Manager is also responsible for hiring, training and motivating sales personnel to ensure successful achievement of assigned goals for performance to plan including growth, market penetration and contribution margin as appropriate for assigned area of responsibility.

What you can expect in this role (Job Responsibilities)

Sales Strategy Development:

Achieve sales metrics through the development and implementation of promotional programs, approved pricing policies, sales policies, support tools, etc. Metrics are subject to change but may include gross sales, operating profits, and management objectives.

Define and optimize the sales process, sales training, and sales tools.

Analyze market trends, competitor activities, and customer needs to identify new business opportunities.

Leadership and Team Management: Provide leadership, coaching, in field training and oversight to regional sales team, external sales reps, dealers and distributors, including accountability for achieving results.

Set clear sales targets and provide ongoing coaching and feedback to team members to ensure the achievement of goals.

Foster a positive and collaborative team culture, promoting professional development and growth.

Lead channel VOC activities, including key customer, rep, dealer and distributor/contractor councils.

Customer Relationship Management: Build and maintain strong relationships with key customers, understanding their needs and providing effective solutions.

Address customer concerns and issues promptly, ensuring a high level of customer satisfaction.

Sales Performance Monitoring: Monitor and analyze sales performance metrics to identify areas for improvement and implement corrective actions.

Conduct ongoing evaluation of the dealer/distributor network and rep sales organizations, seeking opportunities to upgrade capabilities and improve alignment and ability to achieve sales objectives.

Lead ongoing analysis of sales results and drivers to identify plans that accelerate or improve sales results to achieve goals and update monthly sales outlook. Will include reporting results to senior leadership and cross-functional team.

Market Analysis: Have a thorough understanding of the market and develop long-term and short-term strategies for the market area. This includes systematically gathering, maintaining, analyzing, and communicating up-to-date information about competitive activities, market conditions, economic influences, target accounts, current accounts, customer profiles, market share, etc.

Conduct market research to stay informed about industry trends, customer preferences, and competitive offerings.

Use market insights to adapt and refine sales strategies for maximum effectiveness.

Budget Management: Develop and manage the regional sales budget, ensuring efficient allocation of resources to achieve targets.

Monitor and control expenses within the allocated budget.

Collaboration: Develop strong cross-functional relationships to ensure alignment on marketing strategy, customer programs, new product development, and operational needs.

Partner with Product Management and Marketing to define go-to-market strategies.

Partner with Marketing to develop value selling tools that differentiate CUES products.

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

5 years of outside sales experience in a municipal and/or contractor environment within a capital equipment related industry

5 years of experience leading a sales team

Preferred Experience

10 years outside sales experience preferred

Preferred Experience, Knowledge, Skills, and Abilities

Experience defining and implementing a structured sales process

Experience using CRM and driving sales team/user adoption

Effective leader with proven ability to develop, coach, and mentor employees

Effective change agent with proven ability to confidently identify, plan, prioritize and implement meaningful change

Demonstrated advanced sales skills including directing a sales team

Strong written and verbal communication skills to effectively communicate with customers, senior leaders, peers, and members of the sales organization

Proven strategist with the ability to identify new strategies, gain buy in, and lead to implementation

Proven track record of meeting commitments with the highest standards of ethics and integrity

Able to handle competing demands with a sense of urgency, drive, and energy.

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

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.