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. 

Cincinnati Fan is a leading manufacturer of industrial fans and blowers for OEMs and industrial applications   With its high attention to detail for products that are durable, energy efficient, and unparalleled in performance, companies rely on Cincinnati Fan to provide comfort and mission critical and industrial cooling solutions.

How you will make an Impact (Job Summary) 

SPX is a diverse team of unique individuals who all make an impact. As the  Manager, Sales Representatives, you will play a crucial role in ensuring sales objectives are met by developing and implementing strategic channel development plans to achieve sales and growth targets.   Working closely with Regional Sales Managers, you will drive the strategy around our channel to market, business development growth objectives (KPIs) and help manage all aspects of the sales cycle, including business development, pipeline management, and key customer relationships.  The successful Manager, Sales Representatives has a psion for driving rep management process improvements that leads to sales growth with experience researching market trends, targeting relationships, and using proven methods to build long-standing and successful relationships. 

What you can expect in this role (Job Responsibilities) 

While each day brings new opportunities at SPX, your core responsibilities will be: 

1. Channel Development 

• Develop and implement market development plans to achieve annual sales and business development growth targets 
• Collaborate with regional sales managers (RSMs) to establish rep development plans and action plans 
• Identify and pursue, with RSM support, new business opportunities to expand customer base and market presence 
• Secure and manage partnership, rep, and distributor agreements
• Locate and appoint new distributors and customers (prospecting) 
• Drive regional lead generation through leading, developing, and implementing regional sales execution plans 
• Work with regional teams to ensure consistent sales plans are in place and monitor implementation of plans 
• Collaborate with cross functional teams, including marketing, production/operations, and finance to manage the development of comprehensives sales rep and marketing plans 

2. Analytics and Market Research 

• Conduct market research and analysis to identify trends, competitor activities, and potential market opportunities (Market Assessments)
• Analyse sales data, customer feedback, and market trends to refine sales strategies and enhance business development efforts 

• Monitor and report on sales activities, trends, and competitor activities to senior management 
• Present analytics, research, and strategy development including in written presentation form (PowerPoint presentations) 

3. Sales Team Engagement:   

• Build and maintain strong relationships with key clients, partners, and internal stakeholders 
• Provide guidance and support to sales team, including assisting in training, mentoring, and performance evaluation 
• Partner with the VP of Sales and wider sales team in the development of annual growth plans for their regions, targeting market, geographic, and product line growth 
• Interact regularly with current and new channels for education, strategy, and training updates 

4. Continuous Improvement:   

• Attend industry events, conferences, and trade shows to network, promote the company, and identify new business opportunities 
• Actively support the drive for improved sales efficiency through the delivery of sales automation performance dashboards and lead management through CRM 
• Review and recommend strategies outside current practices 
• 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 

• Prior experience with multi-channel B2B businesses sales and marketing 
• Proven track record of success in driving sales growth and rep development 

Preferred Experience, Knowledge, Skills, and Abilities  

• Extensive North American  sales and marketing experience 
• Experience with both direct and indirect sales channels 
• Related industry experience, particularly in the supply of products to HVAC companies, customers, and contractors 
• Experience using CRM packages to take ownership of prospecting and lead data within a region 
• Prior experience coaching, mentoring, and training a sales and marketing team (no direct reports for role) 
• Formal sales and marketing training 
• Prior experience with project management and experience building project plans 
• Strong understanding of principles and practical implementation of lead generation plans focused on prospecting for new business 
• Proven ability to build and implement sales plans 
• Proven ability to identify distribution partners and direct customer targets, secure partnership agreements and provide on-going mentoring and support 
• Project management skills with experience delivering business initiatives  
• Proactive and results oriented approach with a strong sense of accountability 
• 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 
• Ability to present data and recommendations to senior leaders with excellent presentation skills 
• Analytical mindset with prior experience interpreting sales data and market trends and making strategic decisions and recommendations 

• Ability to think creatively and recommend strategies and tactics outside current practices 
• Prior experience traveling for business and working across multiple cultures 
• Proficiency in Microsoft Office (Word, Excel, Access, PowerPoint, Outlook) 
• Proficiency in CRM software/packages and other sales, marketing tools 

Education & Certifications 

• Bachelor’s degree Business Administration or other business field required 
• MBA preferred 

Travel & Working Environment 

• Frequent travel to meet with customers, attend industry events, and visit company locations (50%)

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.