Commercial Sales Spec

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:

1. 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.
  
  

1. 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 sup