Director, Sales & Marketing

Genfare Summary

Genfare is a fare collection technology provider in the detection and measurement segment within SPX Technologies. Our purpose is to simplify and positively impact the public transit rider experience with our agency partners. Genfare strives to drive growth in public transportation use, improve operational efficiency, reduce travel congestion and improve each rider's daily commute.

We are tackling several challenging trends occurring in the world, including: acceptance of all payment types, urbanization, digital transformation, real-time connectivity, end-to-end cybersecurity, and data analytics. Through collaboration with transit agencies and their partners, we provide fully integrated highly-efficient software, industry-leading hardware solutions, and services that enable fast, secure and accurate public transportation operating systems.

Working at Genfare opens doors to getting hands-on with cutting-edge fare collection technologies. Our culture is made up of team players who are driven and inspired problem solvers. At Genfare, you are part of a dynamic team that makes an impact on many of our nation's prominent transit agencies. Genfare welcomes you to discover the open opportunities on our team!

Core Function

This position reports directly to the Business Unit President and is a member of the senior leadership team with primary focus on leading and developing the sales and marketing team. This leader will be able to model strong leadership, problem-solve, set strategy and facilitate our sales growth. Through partnership with business leadership create and execute strategy, develop plans and budgets, build and monitor our pipeline of new business, and provide sales forecasts for operational and financial planning. The position is responsible for the staffing and management of sales and marketing activities designed to profitably increase market share and meet company financial goals. Serves as a strategic and commercial leader to advocate and implement sales and marketing methodologies, strategies, and "best practices". Objectives include:

• Develop and execute the business strategic and annual operating plan with leadership team

• Obtain new profitable business through large and small project contracts while growing aftermarket sales with best in class sales and marketing processes

• Help optimize the customer experience with other business leaders through all integration and selling phases; manage the customer as a lifelong customer.

• Expand recurring sales received from existing customers, deepen & broaden relationships, and ensure retention of profitable clients

• Align strategic marketing initiatives with sales strategies to optimize sales process and customer communication

• Support product and solutions that reflect the voice of customer needs and communicate internally to build roadmap

• Support and potential scale to larger organizations by working through the acquisition process (targeting companies, evaluations, due diligence, financial model, and integration)

• Drive and manage the request for proposal process and all aspect of sales, marketing and product management tasks.

Responsibilities and Duties

• Productively work with peers in other departments to support and contribute to overall profitable growth of the business

• Ability to appropriately analyze our sales situation (market, economy, competitors, customers, channel, etc. etc.) and determine and execute the appropriate sales strategy to effectively grow our sales/bookings profitably

• Deploy best in class sales, contract and marketing methodology for driving and harvesting pipeline.

• Ability to motivate, mentor, train, coach, and lead a diverse and multi-functional staff in a fast-paced, dynamic environment.

• Provides recommendations and analysis to support the development of appropriate pricing policies.

• Reviews sales reports, monitors all sales-related expenses (i.e., cost of sales, margins, etc.), analyzes variances from budget or other relevant plans, and initiates corrective action, as needed/appropriate.

• Participates in the review, design and implementation of incentive compensation programs.

• Develops sales forecasts for the business (monthly, quarterly and annually) by analyzing and interpreting general economic and market trends, competitor activity; manages group through weekly, monthly and quarterly KPIs

• Deliver product and solutions to understand customer needs and build resolutions

• Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors, and Transit CEOs

• Coordinates communication and activities with other business functions to ensure all "before the project" and "after the project" activities are executed seamlessly

• Assist with client requests or escalations as needed

• Develops and executes marketing strategy

Qualifications and Required Skills

• Minimum of 7+ years of progressive, North America outside sales transportation experience, culminating in the leadership of a significant sales organization with revenue target responsibility.

• Professional sales and/or marketing management experience demonstrating a track record of success in building and growing a business with outside regional sales leaders

• Proven solution based selling experience

• Minimum Bachelor's Degree in business, engineering or a related field.

• Solid experience with CRM software and MS Office (particularly MS Excel)

• Requires more than 25% travel

Key Competencies

• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level

• Experience delivering solutions to solve customer needs

• Excellent listening, negotiation and presentation abilities

• Strong verbal and written communication skills

• Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail

ABOUT SPX

SPX is a diversified, global supplier of infrastructure equipment with scalable growth platforms in heating, ventilation and air conditioning (HVAC), detection and measurement, and engineered solutions. With operations in 17 countries and approximately $1.4 billion in annual revenue, we offer a wide array of highly engineered products with strong brands.

SPX TOTAL REWARDS

At SPX , what's in it for our employees transcends market-competitive compensation and benefits. Our Total Rewards program also includes opportunities for employees' personal development, career growth, and recognition. These programs focus on alignment and assessment of organizational, team, and individual efforts toward achieving business results. Our development and career growth programs empower our employees to enhance their skills, develop new competencies, and pursue career goals. SPX benefits package provides choices designed to help employees manage their well-being. Our compensation programs are performance-based to recognize and reward employees who work hard, display the values and leadership practices we embrace, and deliver exceptional results.

OUR VALUES

• Integrity

• Accountability

• Excellence

• Teamwork

• Results

At SPX, our values are at the heart of everything we do. We use our values every day to help us make the right decisions. We embrace a common purpose and strive for improvement. We respect and value each other as individuals and recognizethat only by working together, as a team, can we reach our full potential. We take responsibility for our actions, build strong relationships with each other and our customers, and always act ethically. Our values inspire us to achieve the high standards of quality, safety, and performance that our customers expect and deserve.

WORKING AT SPX

Our work environment is established on a work-life philosophy supported by policies, programs, and practices that help employees achieve success within and outside the workplace.We believe in creating an inclusive work environment where employees strive to realize their fullest potential. We are an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion,sex, sexual orientation, national origin,gender identity, genetic information, age, disability, veteran status or any other legally protected basis.