Territory General Manager
Job Summary
JOB SUMMARY
Reporting directly to the Vice President, Marketing & Sales, the Territory General Manager will lead, energize and grow the sales for SPX Transformer Solutions while contributing as a strategic team member on the commercial team. The Territory General Manager will lead the sales team in developing and executing sales plans to achieve sales targets and regional objectives. This person must demonstrate a passion for results, a track record of delivering growth through superior account management and new customer development. Experience is required; the successful candidate must have management and leadership skills that align closely with SPX's Value's; Integrity, Accountability, Excellence, Teamwork, Results. Location: The Territory General Manager will be leading the South Central sales region, the candidate shall reside in the Central time zone. (This includes but is not limited to Dallas, Oklahoma City, Kansas City, Omaha, St Louis and Memphis.)
Compensation: This Territory General Manager will have an attractive compensation package consisting of a base salary and quarterly sales incentive plan payout
PRINCIPLE DUTIES AND RESPONSIBILITIES
Define and implement territory growth strategies, defining and implementing individual account strategies
Maintains and expands customer base by counseling Channel Partners; building and maintaining rapport with key customers; identifying new customer opportunities.
Manage Channel Partner performance; setting priorities, influencing account management, assessing performance and abilities alignment to SPX and territory strategies
Achieve territory sales operational objectives for all products and services by developing and completing actions plans, effectively managing customers' expectations and internal resources.
The TGM has the responsibility to establish and maintain effective customer relationships and determine what approach is best suited to the customers in their region
Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors
Report standard and requested information relating to activity and outcomes within assigned territories (account plans, territory sales forecast, competitive activity)
Develops pricing strategies that ensure differentiated value to our customers, whilst achieving revenue and profitable objectives
Provides timely feedback to senior management regarding performance. Evaluates the effectiveness of sales plan execution and proactively manages key variables in the sales process (reps, factory resources etc.) to enhance selling effectiveness in the region.
Provides timely, accurate, competitive pricing on all quotes submitted for pricing and approval, while striving to maintain maximum profit margin.
Coordinates the order negotiating process and helps decide risk/reward issues.
Aligns sales strategies and tactics to growth priorities over short, medium and long term
Responsible for coordinating customer presentations and representing SPX at trade shows and industry events.
Prepare an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
KNOWLEDGE, SKILLS & ABILITIES
Commercial strategy development
Prospect and pipeline management
Account planning and management
Develops solutions to meet customer needs
Bid process management
Presentation & communication of value proposition
Negotiation & Closing skills
Coaching for sales performance
Competencies & Aspirations that the Ideal Candidate will demonstrate:
Collaborative
Curious & decisive thinker
Role model for others to follow
Team mentality to solving problems and achieving goals
Desire to be best in class team member and performance results
Required Education / Experience
Requires a Bachelors degree; BS Engineering is preferred.
10 years of professional experience, 7 years of sales management and strategic selling
Negotiating terms & conditions of capital products
Experience with Six Sigma principles
S&OP experience, specifically, demand forecasting and demand management methodology
Travel Requirements
30-50%
About SPX
SPX Transformer Solutions, Inc. (formerly Waukesha Electric Systems, Inc), is one of the largest U.S. manufacturers of power transformers and a valued supplier of complete transformer service solutions, components and replacement parts as well as a variety of substation-applicable training classes for all skill levels including a large number of comprehensive LTC maintenance courses. We employ approximately 1,000 people throughout the United States and operate manufacturing facilities at our headquarters location in Waukesha, WI as well as Goldsboro, NC and Dallas, TX.
SPX is an equal opportunity employer and makes employment decisions without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, age, genetic information, disability, protected veteran status, or any other reason prohibited by applicable law.
Thank you for your interest in our company.
. Apply now!Estimated Salary: $20 to $28 per hour based on qualifications.
JOB SUMMARY
Reporting directly to the Vice President, Marketing & Sales, the Territory General Manager will lead, energize and grow the sales for SPX Transformer Solutions while contributing as a strategic team member on the commercial team. The Territory General Manager will lead the sales team in developing and executing sales plans to achieve sales targets and regional objectives. This person must demonstrate a passion for results, a track record of delivering growth through superior account management and new customer development. Experience is required; the successful candidate must have management and leadership skills that align closely with SPX's Value's; Integrity, Accountability, Excellence, Teamwork, Results. Location: The Territory General Manager will be leading the South Central sales region, the candidate shall reside in the Central time zone. (This includes but is not limited to Dallas, Oklahoma City, Kansas City, Omaha, St Louis and Memphis.)
Compensation: This Territory General Manager will have an attractive compensation package consisting of a base salary and quarterly sales incentive plan payout
PRINCIPLE DUTIES AND RESPONSIBILITIES
Define and implement territory growth strategies, defining and implementing individual account strategies
Maintains and expands customer base by counseling Channel Partners; building and maintaining rapport with key customers; identifying new customer opportunities.
Manage Channel Partner performance; setting priorities, influencing account management, assessing performance and abilities alignment to SPX and territory strategies
Achieve territory sales operational objectives for all products and services by developing and completing actions plans, effectively managing customers' expectations and internal resources.
The TGM has the responsibility to establish and maintain effective customer relationships and determine what approach is best suited to the customers in their region
Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors
Report standard and requested information relating to activity and outcomes within assigned territories (account plans, territory sales forecast, competitive activity)
Develops pricing strategies that ensure differentiated value to our customers, whilst achieving revenue and profitable objectives
Provides timely feedback to senior management regarding performance. Evaluates the effectiveness of sales plan execution and proactively manages key variables in the sales process (reps, factory resources etc.) to enhance selling effectiveness in the region.
Provides timely, accurate, competitive pricing on all quotes submitted for pricing and approval, while striving to maintain maximum profit margin.
Coordinates the order negotiating process and helps decide risk/reward issues.
Aligns sales strategies and tactics to growth priorities over short, medium and long term
Responsible for coordinating customer presentations and representing SPX at trade shows and industry events.
Prepare an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
KNOWLEDGE, SKILLS & ABILITIES
Commercial strategy development
Prospect and pipeline management
Account planning and management
Develops solutions to meet customer needs
Bid process management
Presentation & communication of value proposition
Negotiation & Closing skills
Coaching for sales performance
Competencies & Aspirations that the Ideal Candidate will demonstrate:
Collaborative
Curious & decisive thinker
Role model for others to follow
Team mentality to solving problems and achieving goals
Desire to be best in class team member and performance results
Required Education / Experience
Requires a Bachelors degree; BS Engineering is preferred.
10 years of professional experience, 7 years of sales management and strategic selling
Negotiating terms & conditions of capital products
Experience with Six Sigma principles
S&OP experience, specifically, demand forecasting and demand management methodology
Travel Requirements
30-50%
About SPX
SPX Transformer Solutions, Inc. (formerly Waukesha Electric Systems, Inc), is one of the largest U.S. manufacturers of power transformers and a valued supplier of complete transformer service solutions, components and replacement parts as well as a variety of substation-applicable training classes for all skill levels including a large number of comprehensive LTC maintenance courses. We employ approximately 1,000 people throughout the United States and operate manufacturing facilities at our headquarters location in Waukesha, WI as well as Goldsboro, NC and Dallas, TX.
SPX is an equal opportunity employer and makes employment decisions without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, age, genetic information, disability, protected veteran status, or any other reason prohibited by applicable law.
Thank you for your interest in our company.
. Apply now!Estimated Salary: $20 to $28 per hour based on qualifications.
|
|
 | |
