Requirements / Success Factors
To be a strong candidate for the System Sales Manager opportunity, you will have:- A bachelor's degree in Mechanical Engineering or Food Science (preferred), or Business Management or a related field with an applicable technical background
- 7+ years of experience selling complicated and detailed engineered system projects, including experience managing a team
- Excellent leadership skills to coach, manage, develop and grow a team of sales professionals
- Strong experience and connections in technical solutions for the Food and Beverage industry including familiarity with equipment and after-market services. You must have connections in the food and beverage industry, ideally at the C-level
- Ability to influence and sell high-value projects ($250,000 to $5,000,000+) directly to the Plant Manager level up to the C-Suite
- Outstanding business, sales and engineering skill-set including:
- Qualification skills to focus and manage proposal efforts
- Specification review and analysis skills
- Ability to thoroughly present requirements to Engineering and Proposal Development teams for "Go or No Go" analysis
- Ability to provide technical solutions to customers and make recommendations on the system design and process
- Strong technical understanding of systems used to commercially process food and chemical products
- Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents
- Bilingual fluency in Spanish and English required; ability to speak Portuguese or Portuñol is an advantage
- Strong interpersonal and verbal and written communication skills
- An active passport of the ability to obtain one
- Ability to travel, primarily regionally, up to 50%
To thrive and excel in this role, you will be:
- Highly motivated, independent and self-reliant
- Able to work effectively and close business in an extremely competitive environment, clearly identifying opportunities worth the time and cost of pursuit
- Highly focused on the customer and adept at quickly earning a seat at the table
- Influential and skilled at building customer loyalty
- A skilled leader adept at aligning skills and performance for success
- Adaptable and flexible in a changing and growing environment
The Role
Opportunity OverviewReporting to the Solutions Sales Manager (located in Brazil) for the Latin American Region, as Systems Sales Manager you will be responsible for the sales of SPX Flow Systems to the Food and Beverage end market in Mexico. You must be able to lead a team and professionally represent and vigorously promote the sale of SPX Flow Systems during plant management and corporate sales calls. Your duties will be split between two key areas:
- Leading, coaching and developing a newer, high-potential sales team serving the region
- The sales and management of large key Food and Beverage accounts, including direct sales and account expansion efforts
Role Details
You will be based in Mexico City and manage a growing team of four sales representatives primarily covering Mexico with a small focus on other countries in the region. You will be tasked with developing the team and will travel with them on sales calls, as well as help with proposals, technical knowledge, sales skills -- whatever is needed to ensure they succeed. Whether through the mentorship of your team or directly targeting and supporting large key accounts, you will manage the entire sales cycle, including but not limited to:
- Working closely with customers to identify process solutions
- Conducting market analysis and development
- Relationship building with new and existing customers
- Identifying and overcoming specific customer concerns, objections or issues
- Participating in the proposal process to ensure clients' needs are met
- Preparing sales presentations for internal and external audiences
- Participating in negotiations and contract management
- Performing competitor analysis
- Develop new business opportunities with existing and potential clients by building relationships and credibility through technical competence
- Work to understand customer needs and requirements to make recommendations as to the type of system and process that would best for the customer’s business
- Monitor market trends and competitor activity throughout the territory and report on activities to the Solutions Sales Manager and Sales team
- Develop and maintain a working relationship with internal operations departments to maximize the interaction and exchange of information and aid in the effective execution of business transactions; internally engage with other sales channels to share information and insights
- Analyze and interpret customer inquiries/specifications and develop a corresponding proposal
- Interface with customers and conduct on-site meetings as necessary to finalize system design and/or resolve commercial issues in order to earn orders; travel with Sales team members to help achieve the same
- Review specifications, drawings and other customer documents to develop and prepare cost estimates and technical proposals
- Collaborate with engineering and/or third-party suppliers regarding modifying product designs to ensure the proposed system meets each customer's requirements and affords ease of manufacture
- Influence C-level decision by presenting value propositions
- Be responsible for an assigned systems sales budget
- Prepare periodic sales reports showing sales volume, including potential sales and expenditures compared to budget
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What's in It for You
Competitive compensationIn addition to a competitive salary, bonus opportunity and incentives, you will enjoy a comprehensive benefits package that includes medical and dental insurance with costs shared by the employee and SPX FLOW; a retirement savings plan with company match; paid time off; and more. Benefits begin day one.
Grow & develop a strong sales team
You will have the opportunity to make a direct impact through your leadership and sales skills as you mentor Sales team members and drive success across the region. This is a great chance to highlight your abilities, setting both your team and yourself up to excel and grow your careers.
Professional development
Across SPX Flow, we are proactive about helping our people grow. There will be plenty to learn, and you’ll enjoy both formal and on-the-job training opportunities. We’re looking for a professional with the bandwidth to master this position and continue to advance our footprint in the region.
The “best of both worlds”
The corporation has decades of success behind it and offers stability and resources. At the same time, we’re pursuing a number of exciting initiatives in Latin America and across the globe to carry us into the future.
Engaging environment
You’ll find strong entrepreneurial spirit here, along with a work hard/play hard attitude. In addition to offering great incentives, we are proactive about recognizing and rewarding strong performance.
Total Rewards
At SPX FLOW, what’s in it for employees goes well beyond market-competitive compensation and benefits. Our Total Rewards program includes a comprehensive offering that combines a challenging work environment with opportunities for personal development, career growth and recognition. The program gives employees a financial stake in their own success and the ongoing success of the organization and includes:
- Opportunities to be recognized and rewarded for hard work and a job well done.
- A platform to spotlight personal talent and achieve exceptional results.
- A chance to display the values and leadership practices we, as a company, embrace.