Mgr, Key Accounts

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. Were a global company of problem solvers collaborators and innovators and our businesses build solutions that impact the world.

How you will make an Impact (Job Summary)

SPX is a diverse team of unique individuals who all make an impact. As the Mgr Key Accounts you will develop and execute strategic account plans that drive long-term growth within the Strobic business. You will serve as the primary relationship manager for key national accounts partnering with engineering firms owners contractors manufacturers representatives and strategic customers to identify opportunities influence specifications and position SPX as the preferred solution provider.

Working cross-functionally with Sales Application Engineering Product Management Marketing Customer Service and Operations you will build trusted customer relationships identify emerging market opportunities and develop growth strategies that expand market share while delivering exceptional customer experiences.

What you can expect in this role (Job Responsibilities)

While each day brings new opportunities at SPX your core responsibilities will be:

Strategic Account Management

• Develop and execute strategic account plans for key national and regional customers within laboratory healthcare pharmaceutical higher education industrial and mission-critical markets.
• Build trusted relationships with consulting engineers design firms EPC contractors facility owners and manufacturers representatives.
• Identify opportunities to influence project specifications during early design phases.
• Position Strobic solutions to meet customer operational safety sustainability and energy efficiency objectives.
• Coordinate account strategies across regional sales managers representatives application engineering and product management teams.

Customer Engagement & Technical Skills

• Develop a thorough understanding of Strobic high-performance exhaust products plume dispersion technologies fan systems controls and related engineered solutions.
• Conduct technical presentations Lunch-and-Learn sessions and educational seminars for consulting engineers architects contractors and owners.
• Assist customers in selecting appropriate ventilation solutions based on project performance requirements and applicable industry standards.
• Collaborate closely with Application Engineering to develop customized technical solutions for complex customer applications.
• Provide commercial and technical guidance throughout the sales cycle from specification through project execution.

Market Development & Business Growth

• Identify emerging market opportunities within life sciences healthcare semiconductor pharmaceutical manufacturing higher education and hyperscale data centers.
• Develop strategies to increase Strobic specification acceptance and market share.
• Monitor competitive technologies industry trends and customer requirements to proactively position SPX solutions.
• Gather Voice of Customer feedback and collaborate with Product Management to support product enhancements and innovation initiatives.

Industry Leadership & Continuous Improvement

• Represent Strobic at ASHRAE IFMA healthcare engineering laboratory planning and other industry events.
• Maintain current knowledge of industry codes standards and best practices related to laboratory ventilation and high-performance exhaust systems.
• Share competitive intelligence and market insights with internal stakeholders.
• Promote continuous improvement by identifying opportunities to improve customer experience sales processes and account management practices.

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

• Seven or more years of experience in strategic account management engineered equipment sales business development or technical sales.
• Experience selling engineered HVAC air movement industrial ventilation or mechanical equipment solutions.
• Demonstrated success managing complex sales cycles involving multiple stakeholders.

Preferred Experience Knowledge Skills & Abilities

Industry Knowledge

• Knowledge of laboratory ventilation systems critical environment exhaust applications plume dispersion technologies or industrial air movement systems.
• Understanding of HVAC design principles and mechanical systems used in healthcare laboratories pharmaceutical higher education and mission-critical facilities.
• Familiarity with applicable industry standards including ASHRAE ANSI/AIHA NFPA and laboratory ventilation best practices.
• Understanding of specification-driven sales processes and construction project delivery methods.

Technical Sales Skills

• Ability to interpret engineering drawings plans specifications and mechanical schedules.
• Ability to communicate complex technical solutions to both technical and non-technical audiences.
• Experience supporting consulting engineers and design professionals during system selection and specification development.
• Strong consultative selling and solution-based sales approach.

Business Development

• Experience building executive-level customer relationships.
• Ability to identify emerging market opportunities and develop strategic account growth plans.
• Strong negotiation presentation and business planning skills.
• Experience managing long sales cycles and complex project opportunities.

Collaboration

• Ability to work effectively with Application Engineering Product Management Manufacturing Customer Service Marketing and Operations.
• Strong project coordination and cross-functional communication skills.

Education & Certifications

• Bachelors degree in Mechanical Engineering Engineering Technology Business Marketing or related technical field.
• Equivalent combination of education and industry experience will be considered.

Travel & Working Environment

• Travel approximately 5070% throughout North America with occasional international travel as business needs require.
• Regularly visit customers consulting engineers manufacturers representatives contractors and project sites to support strategic account development and business growth.
• Represent SPX at customer meetings technical presentations industry conferences and trade shows.
• Work independently while collaborating cross-functionally with Sales Application Engineering Product Management Operations and Customer Service.
• Ability to travel by air and automobile and occasionally visit manufacturing facilities laboratories and active construction sites while complying with all safety requirements and wearing appropriate PPE.

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 at SPX.

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 at SPX

We value different backgrounds experiences and voices at SPX 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.

SPX is 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.