Director, Business Development

SPX Technologies; Overland Park (KS); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Paid time off

Health insurance

401(k) match

Educational assistance

Leadership development programs

Job summary

SPX Technologies, a global industrial solutions provider, seeks a Director of Commercial Operations for SPX Cooling Technologies. You will drive profitable growth by leading the representative network, shaping bookings, revenue and margin, and building a high-performance commercial organization across markets and channels.

This role oversees territory planning, pricing strategy, pipeline management, and key account development.

Qualifications

• 10+ years of experience leading representative organizations, channel partners, or direct sales teams.
• Proven track record delivering bookings, revenue, and market share growth.
• Strong leadership across pricing, forecasting, pipeline management, and deal execution.
• Experience building accountability and performance management systems within sales teams.
• Strong customer engagement, negotiation, and relationship management capabilities.
• Data-driven decision making with experience using CRM and pipeline tools.

Responsibilities

• Drive bookings, revenue, and gross margin performance across markets and channels.
• Lead, develop, and hold representative organizations accountable for performance and growth.
• Establish territory plans, growth priorities, and commercial strategies with measurable results.
• Maintain pipeline visibility and forecasting discipline for effective planning.
• Lead pricing and deal strategy decisions to maximize growth and profitability.
• Engage in strategic customer relationships and key account development.
• Identify market expansion opportunities through insight, competition, and trends.
• Implement sales processes and operating rhythms to drive accountability.
• Collaborate with Marketing, Engineering, Operations, and Customer Service to support goals.

Skills

Channel leadership

Sales leadership

Pricing strategy

Forecasting

CRM analysis

Education

Bachelor's degree in Business, Engineering, Marketing

MBA or advanced business degree

Tools

CRM software

Pipeline management tools

Job description

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.

As part of HVAC Cooling, SPX Cooling Technologies is a leader in high quality industrial HVAC equipment used to cool large facilities like hospitals, data centers, and power plants. With cooling towers, fans, and refrigeration units, companies rely on brands like Marley, Recold, and SGS to provide comfort and mission critical and industrial cooling solutions.

How You Will Make An Impact (Job Summary)

The Director of Commercial Operations is responsible for driving profitable growth through leadership of SPX Cooling's representative network and commercial execution processes. This role owns bookings, revenue, margin performance, and market expansion initiatives while building a high-performance commercial organization focused on accountability, execution, and results.

The incumbent will lead representative partner performance, territory planning, pipeline management, pricing strategy, and key customer engagement. Success requires a hands-on commercial leader who can strengthen channel effectiveness, elevate sales execution, and convert market opportunities into sustained growth.

What You Can Expect In This Role (Job Responsibilities)

• Drive bookings, revenue, and gross margin performance across assigned markets and channels.
• Lead, develop, and hold representative organizations accountable for performance, growth, and market coverage expectations.
• Establish territory plans, growth priorities, and commercial strategies that deliver measurable results.
• Maintain pipeline visibility and forecasting discipline to support effective business planning and opportunity conversion.
• Lead pricing and deal strategy decisions to maximize growth and profitability.
• Personally engage in strategic customer relationships, key account development, and critical sales opportunities.
• Identify market expansion opportunities through customer insight, competitive awareness, and industry trends.
• Implement sales processes, performance management practices, and operating rhythms that drive accountability and execution excellence.
• Partner cross-functionally with Marketing, Engineering, Operations, and Customer Service to support customer needs and business objectives.

What We Are Looking For (Required/Ideal Experience, Skills, Education)

We each bring something to the table, and we are looking for someone who has:

Required Experience & Skills

• 10+ years of experience leading representative organizations, channel partners, or direct sales teams.
• Proven track record delivering bookings, revenue, and market share growth.
• Strong commercial leadership skills across pricing, forecasting, pipeline management, and deal execution.
• Experience building accountability and performance management systems within sales organizations.
• Strong customer engagement, negotiation, and relationship management capabilities.
• Data-driven decision maker with experience utilizing CRM and pipeline management tools.

Ideal Experience & Skills

• HVAC, cooling systems, industrial equipment, or related engineered products experience preferred.
• Experience leading channel sales or representative-based commercial organizations.
• Demonstrated success driving commercial transformation, process improvement, and margin expansion.

Education & Certifications

• Bachelor's degree in Business, Engineering, Marketing, or related field required.
• MBA or advanced business degree preferred.

Travel & Working Environment

• Approximately 50% travel to support customer, representative, and business needs.
• Office and customer-facing environment with frequent interaction across internal and external stakeholders.

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.