<p>JOB SUMMARY</p> <p>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. This position must gain a comprehensive understanding of the territory in terms of customers, competitors, industries, and trends as they relate to the SPXFLOW's N&H (Nutrition & Health Equipment) product portfolio. The individual will be responsible for acquiring new business opportunities at new and existing customers in order to meet aggressive business growth plans. The ideal candidate will have a strong market and customer focus and be able to translate this into clear business strategies to generate growth. Accountable for executing assigned sales goals and sales plans within a designated sales territory. Work proactively with internal and external stakeholders to ensure customer needs are met or exceeded. Represents Company at trade shows and other professional activities. Reports to Regional Sales Leader.</p> <p>PRINCIPAL DUTIES AND RESPONSIBILITIES</p> <ul> <li> <p>Proactively networks and develops sales opportunities</p> </li><li> <p>Continuously Develops sales leads (leverage IIR, Industry reports, channel, etc)</p> </li><li> <p>Identifies market opportunities and leverages full suite of SPXFLOW products and solutions</p> </li><li> <p>Collaborates with channel partners and promotes and open exchange of information thought the sales process</p> </li><li> <p>Proactively approaches business/social interactions to expand contacts and opportunities</p> </li><li> <p>Develop strategic account penetration strategies for key targets and competitive accounts, utilizing the larger commercial team when necessary to take market share</p> </li><li> <p>Identify business opportunities for assigned distributors; provide end user sales call support, value proposition of product based on competition and market pricing strategy to ensure success</p> </li><li> <p>Increase sales to existing accounts</p> </li><li> <p>Expand business via cross selling</p> </li><li> <p>Expand relationships and networks within existing accounts</p> </li><li> <p>Share points of view and/or suggest innovative/creative ideas for customers</p> </li><li> <p>Ability to influence channel partners to drive mutual success demonstrated by regular in person business and market reviews, territory coverage based on market opportunity and having the difficult discussions when partners are not aligned with our objectives</p> </li><li> <p>Engage with and provide channel partners with sales tools, marketing material, market intelligence and sales strategy guidance when needed.</p> </li><li> <p>Understand the focus and business model of the channel partners in region to ensure maximum coverage of our product line is maintained (technical sellers, industrial, high volume, etc....)</p> </li><li> <p>Attend to and advocate for customer needs</p> </li><li> <p>Prioritize customer satisfaction as a primary objective</p> </li><li> <p>Achieve results by understanding the customers business, empathizing with their challenges and developing a plan to meet their needs</p> </li><li> <p>Maintain personal control over sales and delivery processes identified as top priorities by customer</p> </li><li> <p>Make service solutions a top priority, let customer satisfaction drive the solution</p> </li><li> <p>Determines, builds and reinforces professional credibility with buyer and influencers</p> </li><li> <p>Develop an approved annual Business Plan (Mutual Business Plan and Scorecard), as part of the business planning cycle with assigned distributors, and track performance to commitment and provide management guidance to channel partners when off target</p> </li><li> <p>As the primary Sales interface with our customers, become the "Voice of the Customer" and the customer advocate, provide feedback and input from the customer to Product Management and other commercial operations, marketing, and engineering.</p> </li><li> <p>Target and qualify prospects by assessing interest level and fit</p> </li><li> <p>Probes artfully around profitability, capacity and readiness to buy</p> </li><li> <p>Focuses energy on viable opportunities and disengages with or defers to channel prospects who are not currently a good fit for SPXFLOW's strategic vision</p> </li><li> <p>Collaborates across multiple functions with key internal stakeholders to scope opportunities accurately</p> </li><li> <p>Identify the customer values and attitudes that fit with SPXFLOW products and ensures alignment</p> </li><li> <p>Quickly and accurately qualifies channel opportunities</p> </li><li> <p>Spends the time that is appropriate for the size and potential of each opportunity</p> </li><li> <p>Uses analytical rigor to target, scope and build the business case for specific opportunities</p> </li><li> <p>Closes sales with win-win outcomes</p> </li><li> <p>Always stays ahead of evolving objectives of all parties to achieve win-win goal</p> </li><li> <p>Confirms points of leverage and negotiation with key internal stakeholders before engaging in negation with customer</p> </li><li> <p>Focuses specifically on points open to negotiation, negotiating on business outcomes rather than price</p> </li><li> <p>Keeps the sales process form stalling by taking control and focusing the customer on incremental steps leading to buying decisions</p> </li><li> <p>Recognizes and adapts to evolving objectives of all parties</p> </li><li> <p>Disseminate SPXFLOW N&H 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</p> </li><li> <p>Develop and maintain comprehensive technical knowledge of products, applications, features, advantages, and benefits. Remain current with relevant internal and external training and development.</p> </li><li> <p>Showcase your potential to take on additional responsibilities or advance within a growing global industry leader.</p> </li></ul> <p>KNOWLEDGE, SKILLS & ABILITIES</p> <ul> <li>Handle sales of higher complexity. </li><li>Set and negotiate terms with a high level of authority. </li><li>Influence cross-functional teams. </li><li>Read, analyze, and interpret common scientific and technical journals, financial reports and legal documents. </li><li>Strong leadership and interpersonal skills, including a demonstrated ability to influence a strong team of sales channels and customers. </li><li>Solid understanding of business, financials and products/services. </li><li>Excellent communication skills. </li><li>Schedule, coordinate and conduct Engineering Firm and End-user presentations, as well as channel partner training with emphasis on product quality and features; value-added selling and profitable growth throughout the channel. </li><li>Develop and maintain comprehensive technical knowledge of products, applications, features, advantages and benefits. Remain current with relevant internal and external training and development. </li><li>Exhibit proficiency in Consultative Selling, strive to understand the customers' needs and motives, and be adept at selling the value proposition of the optimal solutions. </li><li>Develop and maintain a high level of product knowledge of SPXFLOW N&H and competitive products </li><li>Participation in industry events such as trade shows and seminars </li><li>Manages potential channel conflict, works closely with partners and other DSMs using excellent communication skills both internally and externally and follows channel rules of engagement with the utmost integrity. </li><li>Ensures partner compliance with SPXFLOW standards and ethics </li></ul> <p>EDUCATION AND EXPERIENCE</p> <ul> <li>Bachelor's degree in engineering or related discipline required </li><li>5+ years relevant demonstrated Sales experience </li><li>Process engineering background preferred </li><li>Knowledge of Food & Beverage market is preferred </li><li>Exceptional relationship management skills </li><li>Strong negotiation skills; demonstrate an entrepreneurial spirit </li><li>Effective relationship building skills </li><li>Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization </li><li>Intermediate experience with CRM software; MS Dynamics, Cloud 4 Customer (C4C), Salesforce etc., and MS Office (particularly MS Excel) </li><li>Innovate thinker delivering client-focused solutions to meet customer needs </li><li>Excellent listening, negotiation and presentation skills </li></ul> <p>Additionally:</p> <ul> <li>The ability to travel extensively to develop new business, support customers, and to understand market conditions (estimated 45-55% overnight travel) </li><li>Must be able to lift 40 lbs. of Demo Equipment </li><li>Must have a valid driver's license and own an acceptable vehicle </li></ul> <p>PHYSICAL DEMANDS</p> <p>The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.</p> <p>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 25 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus.</p> <p>WORKING CONDITIONS</p> <p>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.</p> <p>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.</p> <p>SPX FLOW VALUES</p> <p>SPX FLOW employees are expected to behave in accordance with our company values as outlined below.</p> <p>QUALITY</p> <p>Quality encompasses all aspects of SPX FLOW's business, and every employee shares the responsibility to prevent the occurrence of any nonconformity relating to products, processes, and the quality systems. All employees have an obligation to identify and record any such nonconformity, and through designed channels, initiate and recommend solutions.</p> <p>DISCLAIMER</p> <p>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.</p>