Commercial Sales Spec (New Jersey (NJ), US)

Job description

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. This is a position with The Marley Company, a parent company which provides administrative support to the SPX Enterprises HVAC Heating businesses (such as WM Technologies, LLC, Marley Engineered Products, LLC, Patterson-Kelley, LLC) and includes all Weil-McLain® branded products. How you will make an Impact (Job Summary) SPX is a diverse team of unique individuals who all make an impact. As a Commercial Sales Specialist, you will be responsible for achieving sales goals for commercial boiler products through the Company’s network of Manufacturers’ Representatives within your assigned geography. Where there is no assigned Manufacturers’ Representative, you will be responsible for all sales activities. As a front-line Commercial Sales Specialist, you will strengthen the company’s commercial market presence, with a particular focus on condensing boiler solutions, and drive preference for Weil-McLain products throughout the specification and sales process. You will support projects throughout the entire sales cycle by providing both pre- and post-sales expertise to contractors, consulting engineers, distributors, and other channel participants. What you can expect in this role (Job Responsibilities) While each day brings new opportunities at SPX, your core responsibilities will be: Customer & Market Development Build and maintain relationships with contractors, facility engineers, consulting engineers, distributors, housing authorities, utilities, and local, state, and federal agencies. Develop a thorough understanding of the competitive landscape, market dynamics, and customer needs within the assigned territory. Identify and pursue opportunities to increase revenue and market share for commercial condensing boiler products. Aggressively target top-tier mechanical contractors, design-build firms, and key projects to convert competitive specifications to Weil-McLain solutions. Build deep technical relationships with consulting and specifying engineers to establish Weil-McLain condensing boilers as the preferred Basis of Design (BOD) on commercial projects. Position Weil-McLain condensing boilers as the preferred approved alternate where competitor products have already been specified. Serve as a technical boiler expert capable of understanding and communicating complete boiler system layouts, configurations, and application requirements. Intercept open projects and effectively communicate the Weil-McLain value proposition to convert competitive opportunities. Maintain strong customer relationships to preserve and grow market share within existing cast iron and condensing boiler product lines. Develop and maintain strong working relationships with distributor sales teams, purchasing teams, and leadership personnel. Territory Management & Sales Execution Maintain accurate quote logs, opportunity pipelines, and sales funnel visibility utilizing CRM tools. Track project wins, losses, conversion rates, and sales performance metrics. Meet or exceed territory sales goals and performance objectives. Identify, qualify, and advance new commercial project opportunities on a consistent basis. Pursue large project opportunities with and without assigned Manufacturers’ Representative support. Maintain a disciplined schedule of face-to-face customer meetings with contractors, consulting engineers, distributors, and representatives. Develop and deliver compelling customer-focused presentations that clearly differentiate Weil-McLain products and solutions from competitive offerings. Provide pre-sales application engineering support to Manufacturers’ Representatives, consulting engineers, and design-build mechanical contractors. Coordinate bid/specification and design-build project quotations and follow-up activities. Provide post-sales support to representatives, distributors, and installing contractors to ensure successful project execution and customer satisfaction. 3. Representative Management & Performance Coaching Hold Manufacturers’ Representatives accountable to established growth targets and performance expectations. Partner with Manufacturers’ Representatives to provide factory-backed sales support and participate in strategic customer meetings and project pursuits. Maintain knowledge of Monthly Representative Scorecard metrics and communicate results to representative principals. Develop and implement improvement plans when representative performance does not meet expectations. Train and coach representatives on effectively communicating the Weil-McLain value proposition and product offering. Build and maintain strong relationships with representative principals and field sales personnel throughout the territory. 4. Business Development & Continuous Improvement Continuously evaluate territory performance, market trends, and competitive activity to identify growth opportunities. Support strategic initiatives designed to increase market share, customer engagement, and revenue growth. Provide market intelligence and customer feedback to product management, engineering, and leadership teams. Participate in industry events, trade shows, training programs, and customer education activities. What we are looking for (Experience, Knowledge, Skills, Abilities, Education) We each bring something to the table, and we are looking for someone who has: Required Experience Minimum of 5 years of sales experience within the hydronic heating, plumbing, HVAC, and/or industrial mechanical equipment industries. Experience managing Manufacturers’ Representatives and/or distributor relationships. Territory management experience with demonstrated success achieving sales objectives. Experience managing CRM systems, sales opportunities, and sales funnels. Strong mechanical aptitude and ability to understand commercial boiler applications and systems. Ability to travel extensively throughout the assigned territory, including overnight travel. Preferred Experience, Knowledge, Skills, and Abilities Knowledge of Building Management Systems (BMS) and building automation applications. Strong verbal presentation, communication, and relationship-building skills. Strong written communication skills. Effective negotiation and influencing skills. Proficiency with Microsoft Office applications, including Outlook, Excel, and PowerPoint. Strong problem-solving and issue-resolution capabilities. Demonstrated conceptual and strategic thinking abilities. Experience working with consulting engineers, specifying engineers, and design-build contractors. Knowledge of commercial boiler systems, hydronic heating systems, and related HVAC applications. Education & Certifications Bachelor’s degree in Engineering, Business, Marketing, or a related field preferred. Equivalent combination of education and industry experience will be considered. Physical Demands Frequent travel by automobile and air transportation as required. Frequent standing, walking, and presenting during customer meetings, jobsite visits, training events, and trade shows. Ability to navigate active construction sites and mechanical rooms safely. Travel & Working Environment Extensive travel within the assigned territory and attendance at industry trade shows, training events, customer meetings, and sales calls. Regular presence in mechanical rooms, boiler rooms, and industrial environments that may contain noise, heat, and airborne particulates. Visits to active construction sites requiring the use of appropriate personal protective equipment (PPE), including safety footwear, hard hats, eye protection, and hearing protection as required. Home office, customer locations, distributor facilities, and construction sites comprise the primary work environments 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. What benefits do we offer? We know that the well-being of our employees is integral. Our benefits include: 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 We value different backgrounds, experiences, and voices, 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. We are 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. We recognize that attracting the best talent is key to our strategy and success as a company. As a result, we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates. As required by law in this state, the estimated salary range for this position is $86,900 - $120,000 and represents our good faith estimate as to what our ideal candidates are likely to expect. We tailor our offers within the range based on organizational needs, internal equity, market data, geographic zone, and the selected candidate’s experience, education, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the selection process. At SPX, it is not common for individuals to be hired at the higher end of the range, and compensation decisions depend on a variety of factors. This position is eligible to participate in a performance bonus, subject to the rules governing the plan. SPX offers a variety of benefits, including health benefits, 401K retirement with a company match, and paid time off. More information about our benefits can be found on the “Rewards and Benefits” section of our career page.