Global Key Account Manager
SPX Technologies, Overland Park, KS, United States
Building the people that build the world. With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world. Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development. We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. As part of HVAC Cooling, SPX Cooling Technologies is a leader in high quality industrial HVAC equipment used to cool large facilities like hospitals, data centers, and power plants. With cooling towers, fans, and refrigeration units, companies rely on brands like Marley, Recold, and SGS to provide comfort and mission critical and industrial cooling solutions.
How You Will Make An Impact (Job Summary) SPX is a diverse team of unique individuals who all make an impact. The primary purpose of this position is to achieve revenue, profitability and customer satisfaction goals for key accounts in high growth industries. This role will manage business development, pre and post‑sales support, channel coordination and operational support for key accounts globally. Project managers and application engineers will report into this role to provide a world class customer experience while achieving growth goals. The individual in this role will demonstrate and implement best practices in professional selling, actively use CRM and other customer management tools and work effectively with reps, internal team members, and marketing and product development to achieve their goals. This role will help refine the current key account program while implementing key corporate initiatives and effectively facilitating the transfer of information between SPX, representatives, and customers. This role meets regularly with customers to discuss goals, needs, general conditions, repairs, upgrades, parts, and major modifications. The incumbent also works with team members to prepare estimates/proposals and perform project management functions as needed and to review performance metrics and market feedback to consistently improve performance. Additionally, the incumbent must know the activity level of competitors in the market and meet booking/revenue goals for each quarter and for the year. The successful incumbent demonstrates a clear sense of urgency and direction while inspiring, leading, and communicating effectively with others. Success in this role requires extensive technical knowledge of assigned product lines, as well as a comprehensive understanding of market conditions and customer needs. This role encourages innovation and continuously improves efficiency of technical support, monitors advances of technology and competition, and supports global and acquisition‑related technical issues in areas of expertise.
What You Can Expect In This Role (Job Responsibilities)
Actively pursue key accounts (both OEM and end users)
Work with cross‑functional teams to maximize sales globally.
Develop strategies for quoting opportunities and setting pricing levels.
Keep the representatives focused on supporting assigned customers locally and communicating effectively local needs and issues.
Contact and meet with customers to discuss all aspects of proposals and close opportunities.
Meet annual sales and gross margin goals.
Develop and cultivate customer relationships by meeting with customers, conducting presentations, and discussing existing projects.
Regularly pass information to and from the representatives and SPX Cooling’s headquarters to assist with sales and customer requests.Discuss specific coil products with the representatives and approve aggressive discount levels.
Monitor transaction pipeline to develop proper forecasts.
Manage and track territory pricing levels, discount levels, and gross margins.
Travel frequently to support customer needs.
Document customer requirements for new products, as well as desired changes/enhancements for existing products
Influence and collaborate with R&D, engineering, marketing, manufacturing, and operations to enhance products and responsive to customer needs and marketing opportunities.
What We Are Looking For (Required/Ideal Experience, Skills, Education) PERFORMANCE MEASURES
Meet revenue, bookings and gross margin goals.
Customer satisfaction metrics and goals.
Implementation of CRM and professional sales practices.
Monthly accuracy of pipeline.
PEOPLE LEADER COMPETENCIES
Customer Focus
Leadership and team management
Aligning Performance for Success
Continuous Improvement
Facilitating Change
Building a Successful Team
Building Strategic Work Relationships
Building Trust
Gaining Commitment
Planning and Organizing
Delegating Responsibility
Coaching and Developing Others
Continuous Learning
Communication
Education/Experience
Bachelor’s degree strongly preferred, notably in Engineering or another technical field.
10+ years of experience in rep management, direct sales and key account management.
Knowledge of HVAC/cooling towers.
Certification/Other Skills And Abilities
Proficiency in Microsoft Office.
Ability to effectively manage data and understand analytics using a CRM / pipeline management tool.
Driver’s license and proof of insurance.
Willingness to travel at least 50 percent of the time.
PHYSICAL DEMANDS
Occasionally lifting up to 50 pounds.
Bending/stooping about five percent of the time.
Keyboarding/typing.
Ability to effectively read from a computer screen and/or a paper copy.
Ability to handle a large volume of work and perform multiple tasks in a fast paced environment.
Ability to effectively verbally communicate.
WORK ENVIRONMENT
Office environment with varying degrees of noise levels.
May work outside and may be exposed to bad weather, heat, and/or excessive noise.
How We Live Our Culture Our culture is at the center of what we do and, more importantly, who we are. Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other. Whether you are an individual contributor or you lead a large team, each of us leads at SPX.
What benefits do we offer?
Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave.
Competitive health insurance plans and 401(k) match, with benefits starting day one.
Competitive and performance-based compensation packages and bonus plans.
Educational assistance, leadership development programs, and recognition programs.
Our commitment to embrace diversity to build a culture of inclusion at SPX We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day. We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential.
SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.
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How You Will Make An Impact (Job Summary) SPX is a diverse team of unique individuals who all make an impact. The primary purpose of this position is to achieve revenue, profitability and customer satisfaction goals for key accounts in high growth industries. This role will manage business development, pre and post‑sales support, channel coordination and operational support for key accounts globally. Project managers and application engineers will report into this role to provide a world class customer experience while achieving growth goals. The individual in this role will demonstrate and implement best practices in professional selling, actively use CRM and other customer management tools and work effectively with reps, internal team members, and marketing and product development to achieve their goals. This role will help refine the current key account program while implementing key corporate initiatives and effectively facilitating the transfer of information between SPX, representatives, and customers. This role meets regularly with customers to discuss goals, needs, general conditions, repairs, upgrades, parts, and major modifications. The incumbent also works with team members to prepare estimates/proposals and perform project management functions as needed and to review performance metrics and market feedback to consistently improve performance. Additionally, the incumbent must know the activity level of competitors in the market and meet booking/revenue goals for each quarter and for the year. The successful incumbent demonstrates a clear sense of urgency and direction while inspiring, leading, and communicating effectively with others. Success in this role requires extensive technical knowledge of assigned product lines, as well as a comprehensive understanding of market conditions and customer needs. This role encourages innovation and continuously improves efficiency of technical support, monitors advances of technology and competition, and supports global and acquisition‑related technical issues in areas of expertise.
What You Can Expect In This Role (Job Responsibilities)
Actively pursue key accounts (both OEM and end users)
Work with cross‑functional teams to maximize sales globally.
Develop strategies for quoting opportunities and setting pricing levels.
Keep the representatives focused on supporting assigned customers locally and communicating effectively local needs and issues.
Contact and meet with customers to discuss all aspects of proposals and close opportunities.
Meet annual sales and gross margin goals.
Develop and cultivate customer relationships by meeting with customers, conducting presentations, and discussing existing projects.
Regularly pass information to and from the representatives and SPX Cooling’s headquarters to assist with sales and customer requests.Discuss specific coil products with the representatives and approve aggressive discount levels.
Monitor transaction pipeline to develop proper forecasts.
Manage and track territory pricing levels, discount levels, and gross margins.
Travel frequently to support customer needs.
Document customer requirements for new products, as well as desired changes/enhancements for existing products
Influence and collaborate with R&D, engineering, marketing, manufacturing, and operations to enhance products and responsive to customer needs and marketing opportunities.
What We Are Looking For (Required/Ideal Experience, Skills, Education) PERFORMANCE MEASURES
Meet revenue, bookings and gross margin goals.
Customer satisfaction metrics and goals.
Implementation of CRM and professional sales practices.
Monthly accuracy of pipeline.
PEOPLE LEADER COMPETENCIES
Customer Focus
Leadership and team management
Aligning Performance for Success
Continuous Improvement
Facilitating Change
Building a Successful Team
Building Strategic Work Relationships
Building Trust
Gaining Commitment
Planning and Organizing
Delegating Responsibility
Coaching and Developing Others
Continuous Learning
Communication
Education/Experience
Bachelor’s degree strongly preferred, notably in Engineering or another technical field.
10+ years of experience in rep management, direct sales and key account management.
Knowledge of HVAC/cooling towers.
Certification/Other Skills And Abilities
Proficiency in Microsoft Office.
Ability to effectively manage data and understand analytics using a CRM / pipeline management tool.
Driver’s license and proof of insurance.
Willingness to travel at least 50 percent of the time.
PHYSICAL DEMANDS
Occasionally lifting up to 50 pounds.
Bending/stooping about five percent of the time.
Keyboarding/typing.
Ability to effectively read from a computer screen and/or a paper copy.
Ability to handle a large volume of work and perform multiple tasks in a fast paced environment.
Ability to effectively verbally communicate.
WORK ENVIRONMENT
Office environment with varying degrees of noise levels.
May work outside and may be exposed to bad weather, heat, and/or excessive noise.
How We Live Our Culture Our culture is at the center of what we do and, more importantly, who we are. Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other. Whether you are an individual contributor or you lead a large team, each of us leads at SPX.
What benefits do we offer?
Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave.
Competitive health insurance plans and 401(k) match, with benefits starting day one.
Competitive and performance-based compensation packages and bonus plans.
Educational assistance, leadership development programs, and recognition programs.
Our commitment to embrace diversity to build a culture of inclusion at SPX We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day. We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential.
SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.
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