Job Details
SPX is a diverse team of unique individuals who all make an impact. As the Director, Sales Americas for Radiodetection, you will play a crucial role in achieving revenue and operating profit growth targets by providing effective leadership to a team of sales managers and representatives in the Americas. You will be responsible for delivering sales within the Americas, strengthening our presence in key markets and working alongside the Global Sales Director, driving and implementing the strategy for the region. The successful Director, Sales - Americas will have a passion for driving sales growth and exceptional leadership, strategic thinking, and communication skills.
We are currently seeking candidates with experience specifically in selling to industrial markets, with a preference for those with backgrounds in utilities and construction. You will come from a technical sales background, and ideally, you will have experience selling both hardware and software solutions.
What you can expect in this role
While each day brings new opportunities at SPX, your core responsibilities will be:
1. Sales Leadership
- Providing leadership and oversight to sales managers and external sales reps and providing accountability for achieving results.
- Achieving sales results within varied distribution channels through the development and implementation of promotional programs, pricing policies, sales policies, support tools, etc. Relevant sales results include gross sales, profits, and management objectives.
- Having a thorough understanding of the market and synthesizing market insights to develop meaningful long-term and short-term strategies for the regional sales organization. This includes having a systematic approach to gathering, maintaining, analyzing and communicating up to date information about competitive activities, market conditions, economic influences, target accounts, current accounts, customer profiles, agency profiles, market share, etc.
- Seeking opportunities to expand product offerings to new markets and introduce products from other lines to established markets and channels to drive growth. Partners with Marketing to determine appropriate strategy and initiatives and drive the execution of these.
- Developing value selling tools that differentiate our company s products and grow accounts.
- Ensuring that field sales team is continuously providing Product Management and Marketing teams with essential market insights on competition, general market conditions, marketing pricing/promotions, distribution channel changes and any other item material to the business.
- Conducting ongoing development of, management of and evaluation of the Channel Strategy in the Region to achieve growth and revenue objectives.
- Managing local budgets.
- Supporting compliance on all EHS, legal and statutory issues.
- Champions the SPX Code of Conduct and ensure the sales team is run in an ethical, fair and consistent manner.
2. Customer and Sales Support
- Building and maintaining strong relationships with representatives, dealers, customers, and key stakeholders within the territory
- Monitoring sales activities, customer satisfaction, and service and parts performance to ensure goals are met
- Collaborating with representatives, sales team, engineering, product management and production, to resolve customer issues and ensure high levels of customer satisfaction
- Facilitating information flow between SPX, representatives, and customers
- Developing and cultivating relationships with customers by regularly meeting with them, conducting presentations, and discussing existing and potential projects and opportunities
- Actively pursuing key accounts
- Meeting or exceeding booking/revenue goals for month, quarter and year end
3. Analytics, Research, and Reporting
- Analyzing sales data, customer feedback, and market trends to refine sales strategies and enhance sales efforts
- Preparing and presenting regular reports on sales performance, market trends, and competitor activities to senior management
- Managing and tracking territory pricing levels, discount levels, and gross margins
- Performing yearly market assessments in designated territories
- Developing accurate forecasts by understanding pipeline
- Developing and managing departmental budgets, annual sales plans, sales incentive plans, and proactively communicating impacts to outlook and forecasts.
- Monitoring and managing expenses within assigned territory to ensure optimal resource allocation
- Leading and supporting creation of roadmaps that satisfies current demand and identifies future growth opportunities, with consideration to aligning product offerings, features, and specifications with customer demand while maximizing value during a product s life cycle.
4. Continuous Improvement:
- Continuously assess market landscape and adjust strategies accordingly to maximize profitability while aligning to business objectives and processes
- Attend industry events, conferences, and trade shows to network, promote the company, and identify new business opportunities
- 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:
We each bring something to the table, and we are looking for someone who has:
- Experience in a sales leadership role with associated success working in a fast-paced environment satisfying multiple customers.
- Demonstrated ability to identify and execute strategic opportunities.
- Strong management experience with the ability to manage effectively across different time zones and cultures.
- Strong analytical skills able to assist in identifying and providing solutions to complex operational and financial issues. Able to create clear action plans.
- 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.
- Excellent 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.
- Exceptional negotiation and persuasive skills to close deals and secure new business opportunities
- Distributor sales experience
- Frequent travel to meet with customers, attend industry events, and visit company locations - at least 50% of time
- Bachelor s degree (BS) or equivalent with related experience.
- Driver s license and proof of insurance required