What are the responsibilities and job description for the Commercial Sales Specialist position at Weil-McLain?
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 with problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. This is a position with WM Technologies, LLC and affiliate of SPX Enterprises, LLC, which manufactures and sells Weil-McLain branded products. Weil-McLain is a leading North American brand of hydronic comfort heating systems for residential, commercial, and institutional buildings since 1881.
How you will make an Impact (Job Summary)
SPX is a diverse team of unique individuals who all make an impact. As a Commercial Specialist you will be responsible for achieving sales goals of commercial boiler products through the Company’s network of Manufacturer’s Representatives within your assigned geography. At or near the front lines of the sales effort, you will strengthen the company’s commercial presence; ensure activities in the commercial market drive preference for using the Weil-McLain products. You will be present throughout a project’s entire sales cycle by providing pre and post- sales expertise to all channel participants.
What you can expect in this role (Job Responsibilities)
While each day brings new opportunities at SPX, your core responsibilities will be:
- Cultivate network of contractors, facility engineers, and consulting engineers, distributors, with representation
- Build and understand competitive landscape and channel relationships with contractors, facility engineers, and consulting engineers, distributors, and others
- These key contacts will be in market segments such as housing authorities, utilities, and local, state and federal government agencies
- Seen as technical boiler expert. Able to effectively understand and translate entire boiler layout/configuration/architecture and how it relates to boiler specification
- You will be responsible for building and maintaining strong relationships within your Representative(s) organizations to include all salespeople and principals
2. Territory Management
- Provide pre-sales application engineering to assigned representation
- Timely bid/spec and design/build project quoting and follow up to and with assigned representation
- Pursue qualified large project leads with assigned representation
- Provide post-sales support to representation
- Maintain an accurate quote log and visibility to the sales funnel for assigned representation using CRM
3. Drive and coach performance of Territory Manufacturer’s Representative:
- Maintain an accurate quote log and visibility to the sales funnel for assigned representation using CRM
- Maintain full knowledge of Monthly Representative Scorecard parameters and deliver them to principals. Formulate improvement plan where required.
- Train reps to effectively deliver WM value proposition
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’ sales experience in hydronic heating, plumbing, HVAC, and/or industrial mechanical equipment industry
- Manufacturer Rep and/or Distributor Management
- Ability to travel locally and overnight
- Mechanical Aptitude
- CRM and Opportunity Funnel management
- Territory management
Preferred Experience, Knowledge, Skills, and Abilities
- Building Management Systems
- Strong verbal presentation and written communication skills
- Negotiation skills
- Proficient in MS Outlook and Office (including PowerPoint and Excel)
- Problem/issue resolution
- Conceptual thinking
Education & Certifications
- AS/BA/BS degree in engineering, business, or equivalent
Travel & Working Environment
- Travel is required within the territory and to industry tradeshows
- Will be present in mechanical rooms that may contain noise and airborne particulates
- Will travel to unfinished construction sites that may require boots and head, eye, and hearing protection
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.
