How you will make an Impact (Job Summary)
SPX is a diverse team of unique individuals who all make an impact. As a Regional Sales Manager, you will be responsible for improving SPX's market position and achieving financial growth in marine aids to navigation and signaling systems through the active promotion of products and related services, including public tender-driven opportunities. Reporting directly to the Sales Leader, this role executes short- and long-term sales goals, builds key customer relationships, identifies and develops business opportunities, manages public procurement and tender processes, negotiates and closes deals, and maintains extensive knowledge of current market conditions and the regulatory environment. Based in Porvoo, Finland, the role will focus on the Nordic region, including Denmark, Finland, Iceland, Norway and Sweden, and will support a mix of B2G and B2B business in a global, highly regulated market.
What you can expect in this role (Job Responsibilities)
While each day brings new opportunities at SPX, your core responsibilities will be:
1. Drive regional sales growth and account development:
- Develop business with a primary focus on the Nordic region, building new opportunities and growing existing governmental and private accounts.
- Own regional sales planning, including annual and quarterly sales plans, pipeline targets, order intake and yearly demand forecasts for assigned accounts.
- Actively manage the project and opportunity funnel, qualify marine projects and contribute customer and market insights to sales and marketing functions.
- Negotiate and close business deals against established revenue and gross margin targets.
2. Manage customers, channels and tender opportunities:
- Manage account relationships with new and existing governmental and private customers, maintaining strong cross-cultural relationships in an international sales environment.
- Develop and fine tune the distribution channel, supporting distributors and end customers technically and commercially.
- Manage public procurement and tender processes for marine aids to navigation and signaling systems opportunities.
- Maintain customer databases, sales and expense reports, and keep management informed of accomplishments, problems, risks and new opportunities.
3. Collaborate cross-functionally and ensure disciplined sales execution:
- Partner with Product Management and Product Development to align customer needs, product capabilities and market requirements.
- Maintain in-depth knowledge of the Company's product lines, engineering and development capabilities, and order management processes.
- Ensure effective and proactive use of the Company's Customer Relationship Management tool and complete all required reports accurately and on time.
- Understand and comply with company policies, procedures, business ethics and values, as well as applicable legal and regulatory requirements.
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
- Extensive experience in business development or technical sales of products and solutions.
- Experience in international sales and sales channel management.
- Experience initiating sales and marketing strategies and coordinating actions to influence the market.
- Experience with public tenders and structured procurement processes, ideally in the marine sector.
- Strong account management, presentation, negotiation and closing skills, with the ability to interface from operational to executive level.
- Technical aptitude and a good basic understanding of technology, including mechanics, electronics, IT, electrical, electronic and communication methods.
- Ability to clarify goals, reach agreement, prioritize and manage multiple tasks and projects in parallel.
- Strong written communication skills for technical and commercial proposals, with excellent planning, problem-solving skills and attention to detail.
- Self-starter, team player and results-oriented, with the ability to work on own initiative.
- Fluent English and Swedish language skills; Finnish is the working language inside the company.
- Proficiency in Microsoft Office software.
Preferred Experience, Knowledge, Skills, and Abilities
- Business-to-government sales experience would be advantageous.
- Experience in a marine environment would be beneficial.
- Experience selling highly technical solutions to governmental infrastructure agencies and industrial customers.
- Knowledge of sales and marketing presentation techniques.
- Experience working in a global, highly regulated market.
Education & Certifications
- Bachelor's Degree required.
- Relevant commercial, technical, sales or marine-sector training or certifications would be advantageous.
Travel & Working Environment
- Based in Porvoo, Finland, supporting the Nordic region: Denmark, Finland, Iceland, Norway and Sweden.
- Ability and willingness to travel extensively internationally and maintain accurate expense records.
- Role supports a mix of B2G and B2B business, selling directly and through distribution in a global, highly regulated market.
- Maintain excellent working relationships with other company departments and businesses.
