District Sales Manager - Industrial - Central Mid-West

Job Summary

The District Sales Manager (DSM) is responsible for maintaining and expanding influential relationships with channel partners to maximize sales coverage in their given territories. The DSM will play an integral role in growing SPX FLOW's revenue and profits, by adding value to our customers.

Principal Duties And Responsibilities

• Proactively develop and pursue industrial sales opportunities
• Generate and qualify leads using market intelligence, channel inputs, and industry tools
• Identify market opportunities and position the full SPX FLOW WCB portfolio and solutions
• Build account penetration plans for key targets and competitive accounts; partner with the commercial team to win share
• Increase sales to existing accounts
• Grow existing accounts through cross-selling and solution expansion
• Conduct business/market reviews and align territory coverage to opportunity
• Enable channel partners with tools, marketing support, sales strategy, and market intelligence
• Attend to and advocate for customer needs
• Develop account plans that address customer business drivers and deliver measurable value
• Serve as the voice of the customer; manage critical sales/delivery priorities and relay feedback to Product Management, Marketing, Engineering, and Commercial Ops
• Target and qualify prospects by assessing interest level and fit
• Rapidly qualify opportunities and focus effort on prospects aligned to strategic fit
• Partner cross-functionally to scope, price, and resource opportunities accurately
• Closes sales with win-win outcomes
• Lead negotiations to achieve win-win outcomes aligned to customer and SPX FLOW objectives
• Align internally on leverage points and manage the sales process to drive timely buying decisions
• Disseminate SPX FLOW WCB core strategy, distributor goals, and objectives throughout all levels of the Distributor's organization, ensuring all key influencers fully understand and support the strategic direction and goals
• Showcase your potential to take on additional responsibilities or advance within a growing global industry leader

Knowledge, Skills & Abilities

• Negotiate commercial terms with distributor/channel partners within delegated authority
• Apply strong business and financial acumen to manage territory performance and profitability
• Deliver end-user/engineering presentations and channel training focused on value-based selling and profitable growth
• Manage channel conflict and partner alignment; communicate effectively and follow rules of engagement with integrity

Education And Experience

• Bachelor’s degree in engineering or related discipline required
• 5+ years relevant Sales experience demonstrated
• Process engineering background preferred
• Knowledge of Industrial pump market is preferred
• Intermediate experience with CRM software; MS Dynamics, Cloud 4 Customer (C4C), Salesforce etc., and MS Office (particularly MS Excel)

Additional

• The ability to travel extensively to develop new business, support customers, and to understand market conditions (estimated 45-55% overnight travel)
• Must be able to lift 50 lbs. of Demo Equipment
• Must have a valid driver’s license and own an acceptable vehicle

Physical Demands

• 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 50 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

• Quality
• Customer Focus
• Continuous Improvement
• Integrity
• Collaboration
• Accountability

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.