Regional Sales Manager - Battle Creek - SPX FLOW

Description

JOB SUMMARY

This is an exciting opportunity to join the industry leading provider of mixing solutions. The National Regional Sales Manager leads the role of overseeing independent manufacturing representatives with the primary responsibility to ensure that each representative is fully equipped and supported to represent the company's products and services effectively and ethically. This involves managing and motivating the Environmental (water and wastewater) representatives to align with SPX Flow – Mixing Solutions' regional goals. Additionally, the position holds accountability for the order intake volume of all products within the mixer portfolio, ensuring that sales targets are met and that the representatives are performing to the company's standards. Above all, customer satisfaction is our number one priority.

PRINCIPAL DUTIES AND 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.

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.

METRICS & DELIVERABLES

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.

KNOWLEDGE, SKILLS & ABILITIES

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.

EDUCATION AND EXPERIENCE

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

Preference for proven experience in a sales channel management role.

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

Experience in customer support roles.

Proficient in the use of CRM systems

COMPETENCIES & BEHAVIORS

Leadership & Delegation: Demonstrates the ability to guide, motivate, and direct a team, effectively delegating tasks to appropriate individuals.

Influence & Negotiation: Possesses strong persuasive skills, with the capacity to positively influence outcomes and negotiate mutually beneficial solutions.

Communication for Understanding: Exhibits excellent communication skills, ensuring clear understanding and fostering open dialogue.

Customer Insight & Curiosity: Shows a deep understanding of customer needs and exhibits a strong desire to learn and understand new concepts.

Information Analysis: Skilled in analyzing data and information to draw accurate conclusions and support decision-making.

Improvement & Innovation Mindset: Maintains a focus on continuous improvement and innovation, always seeking ways to enhance business processes.

Decision Making & Risk Taking: Capable of making informed decisions while effectively managing risks and uncertainties.

Business & Financial Acumen: Demonstrates a thorough understanding of business operations and financial principles, contributing to the company's economic success.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus.

WORKING CONDITIONS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Working conditions are normal for an office and/or client site workshop or warehousing facility. The noise level in the work environment is moderately quiet; however local and client sites can be unpredictable and associated safety equipment should be worn accordingly.

SPX FLOW VALUES

SPX FLOW employees are expected to behave in accordance with our company values as outlined below.

QUALITY

Quality encompasses all aspects of SPX FLOW's business, and every employee shares the responsibility to prevent the occurrence of any nonconformity relating to products, processes, and the quality systems. All employees have an obligation to identify and record any such nonconformity, and through designed channels, initiate and recommend solutions.

DISCLAIMER

SPX FLOW is an Equal Opportunity Employer. The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.