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SPX FLOW, Inc. · 3 days ago

Regional Sales Manager

United States

Full-time

Onsite

Mid, Senior Level

5+ years exp

SPX FLOW, Inc. is an industry leading provider of mixing solutions seeking a Regional Sales Manager to oversee independent manufacturing representatives. The role involves managing and motivating representatives to meet sales targets while ensuring customer satisfaction and maintaining strong relationships with clients in the Western territory.

Food and BeverageManufacturing

Responsibilities

Achieve monthly, quarterly, and annual order intake targets

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

Cultivate and maintain relationships with 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 companies 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 customers 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

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

Engineering expertiseSales management experienceCRM proficiencyBusiness acumenNegotiation skillsTeam cohesionCustomer relationship managementInformation analysisContinuous improvement mindset

Required

Bachelor's degree in an engineering discipline or equivalent experience

A minimum of 5 years' experience in sales and sales management

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

Experience in customer support roles

Proficient in the use of CRM systems

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