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SPX FLOW, Inc. · 13 hours ago

Regional Sales Manager

Battle Creek, MI

Full-time

Onsite

Senior Level

5+ years exp

SPX FLOW, Inc. is an industry leading provider of mixing solutions, and they are seeking a Regional Sales Manager to oversee independent manufacturing representatives. The role involves managing sales performance, ensuring customer satisfaction, and collaborating with various stakeholders to achieve sales targets in the municipal water and wastewater market.

Food and BeverageManufacturing

Responsibilities

Achieve monthly, quarterly, and annual order intake targets

Understand the unique aspects of the municipal water and wastewater market and be comfortable navigating traditional (design-bid-build) and alternative delivery (design-build & CMAR) construction projects

Lead territory execution through close collaboration with consulting engineers, municipal owners, contractors, and SPX FLOW’s manufacturer representatives while coordinating internally with application engineering, market management, product management, and project management teams

Possess comprehensive knowledge of market trends and mixing applications within assigned territories

Cultivate and maintain relationships with Environmental (water and wastewater) representatives and customers in the region

Identify and respond to customer needs, initiating necessary changes

Collaborate with representatives and application engineers, in an open exchange of information, to devise and execute strategies that deliver high-value solutions to customers

Formulate and uphold an annual business plan for each sales office, inclusive of order and sales forecasts

Regularly update and review representative scorecards

Assess and replace underperforming sales offices as needed

Make strategic commercial decisions, including pricing, for all regional business activities

Engage with Market Managers to capitalize on long-term business opportunities

Maintain and regularly update the company’s CRM platform to enable accurate and timely sales forecasting

Schedule and conduct regular meetings with representatives to foster development and growth

Proactively approaches business/social interactions to expand contacts and opportunities

Similarly, establish close customer relationship via regular meetings including “lunch and learns” and opportunity specific development

Understand the customer’s needs, challenges and drivers, and ensure that every aspect of solution delivery is in alignment

Uses good judgement to apportion time allowing focus to be on the highest value opportunities, long term relationships

Work in tandem with the Aftermarket sales team to develop and implement effective strategies for opportunity closure

Coordinate with engineering and factory staff to address and manage customer issues promptly

Coordinate with legal to ensure contracts have acceptable terms and conditions for the business

Manage order intake for assigned regions, categorized by product lines

Foster pipeline growth and development within assigned territories

Conduct quarterly and annual evaluations to assess the "health" of the territory and performance of individual sales representatives

Ensure accurate and timely forecasting of monthly orders

Perform regular pipeline reviews and health assessments to maintain sales integrity and territory vitality

Maintain AR/Past Due to hit regional goal

Qualification

Sales managementMunicipal water expertiseCRM proficiencyNegotiation skillsEngineering expertiseBusiness acumenTeam leadershipCustomer relationship managementInformation analysisContinuous improvement mindsetCommunication skills

Required

Achieve monthly, quarterly, and annual order intake targets

Lead territory execution through close collaboration with consulting engineers, municipal owners, contractors, and SPX FLOW's manufacturer representatives while coordinating internally with application engineering, market management, product management, and project management teams

Possess comprehensive knowledge of market trends and mixing applications within assigned territories

Cultivate and maintain relationships with Environmental (water and wastewater) representatives and customers in the region

Identify and respond to customer needs, initiating necessary changes

Collaborate with representatives and application engineers, in an open exchange of information, to devise and execute strategies that deliver high-value solutions to customers

Formulate and uphold an annual business plan for each sales office, inclusive of order and sales forecasts

Regularly update and review representative scorecards

Assess and replace underperforming sales offices as needed

Make strategic commercial decisions, including pricing, for all regional business activities

Engage with Market Managers to capitalize on long-term business opportunities

Maintain and regularly update the company's CRM platform to enable accurate and timely sales forecasting

Schedule and conduct regular meetings with representatives to foster development and growth

Proactively approaches business/social interactions to expand contacts and opportunities

Similarly, establish close customer relationship via regular meetings including 'lunch and learns' and opportunity specific development

Understand the customer's needs, challenges and drivers, and ensure that every aspect of solution delivery is in alignment

Uses good judgement to apportion time allowing focus to be on the highest value opportunities, long term relationships

Work in tandem with the Aftermarket sales team to develop and implement effective strategies for opportunity closure

Coordinate with engineering and factory staff to address and manage customer issues promptly

Coordinate with legal to ensure contracts have acceptable terms and conditions for the business

Manage order intake for assigned regions, categorized by product lines

Foster pipeline growth and development within assigned territories

Conduct quarterly and annual evaluations to assess the 'health' of the territory and performance of individual sales representatives

Ensure accurate and timely forecasting of monthly orders

Perform regular pipeline reviews and health assessments to maintain sales integrity and territory vitality

Maintain AR/Past Due to hit regional goal

In-depth engineering expertise, particularly in mixer products and mixing processes, enabling the provision of sophisticated technical solutions to clients

Proficient in overseeing and educating an autonomous sales representative network

Skilled in fostering team cohesion among SPX staff, sales representatives, and clientele

Competent in comprehending, evaluating, and interpreting scientific and technical publications, as well as financial statements and legal contracts

Exceptional negotiation capabilities

Demonstrated success in networking and establishing meaningful professional relationships

Comprehensive knowledge of all aspects of Municipal Environmental projects including detailed knowledge of typical industry contractual requirement and how to negotiate these types of contracts

Bachelor's degree in an engineering discipline or equivalent experience

A minimum of 5 years' experience in sales and sales management, with a preference for experience in industrial rotating equipment

A minimum of 3 years' experience in sales within the municipal water and wastewater market

Comprehensive understanding of business processes and functions, including product development and manufacturing

Experience in customer support roles

Proficient in the use of CRM systems