The HVAC Segment Sales Enablement Manager will drive consistent, effective sales execution across the HVAC segment by leading enablement initiatives, advancing Salesforce platform adoption, and coordinating large project opportunities across Business Units (BUs). This role is critical to our organic growth by improving pipeline visibility, execution discipline, and conversion of complex HVAC projects.

Working closely with Segment leadership, Sales leaders, BU commercial teams, Marketing, and IT, this role serves as the central coordinator for sales onboarding, process adoption, governance, and execution consistency across the HVAC segment. The Sales Enablement Manager ensures Salesforce is leveraged as the system of record to support opportunity management, forecast accuracy, and cross-BU collaboration. The role also reinforces a standardized lead-to-close process to drive visibility, accountability, and conversion throughout the sales cycle.

Reporting to the HVAC VP, Strategy, this highly collaborative role blends process, systems, and commercial rigor with strong business partnership. Success in this role includes achieving >85% active Salesforce usage, improving data quality, reducing pipeline past due, and increasing forecast reliability. Most importantly, sales teams feel supported—not burdened—by tools and processes, with clear visibility into large projects and strong confidence in pipeline health and commercial execution.

Key Responsibilities

Lead Salesforce rollout, adoption, and ongoing enablement across the HVAC segment
Drive HVAC Segment revenue growth through disciplined opportunity management
Act as HVAC’s central governance body for Salesforce enhancements, data standards, training, and best practices; Own HVAC Segment Salesforce governance and enhancement prioritization
Partner with IT, Sales Operations, and BUs to translate business needs into scalable CRM functionality (including enhancements beyond standard configuration)
Own training, documentation, and change management to drive adoption, data quality, and consistent usage
Ensure Salesforce supports a standardized lead-to-close process, including opportunity progression, forecasting, and large project tracking
Coordinate large, complex HVAC project opportunities across BUs to improve visibility, collaboration, and execution; Establish consistent execution process for large project and pipeline reviews
Develop and maintain dashboards, KPIs, and reporting to support pipeline health, forecast accuracy, and conversion
Use data and insights to identify gaps, drive accountability, and inform continuous improvement

Qualifications

Bachelor’s degree in Business, Marketing, Engineering, Information Systems, or related field
5+ years of experience in sales enablement, sales operations, commercial excellence, CRM leadership, or related roles
2+ years of hands-on Salesforce (or other CRM) experience, including deployment, adoption, training, and ongoing optimization
Experience supporting complex, project-based, or engineered-to-order sales environments (HVAC, industrial, capital equipment, or similar preferred)
Strong understanding of lead-to-close sales processes, opportunity management, forecasting, and pipeline discipline
Experience partnering with IT, Marketing, Sales, and other functions to define requirements, prioritize enhancements, and deliver scalable CRM solutions (including functionality beyond standard out-of-the-box)
Demonstrated ability to lead change management, training, and adoption initiatives for field sales teams

Core Competencies

Execution Discipline: Brings structure, rigor, and follow-through to sales processes
Systems & Process Thinking: Translates business needs into scalable CRM and enablement solutions
Collaboration & Influence: Drives alignment without direct authority
Data & Analytics Orientation: Uses metrics to guide decisions and accountability
Change Management: Enables adoption of new tools and ways of working
Communication: Clear, confident communicator with field teams and leadership

Travel & Location

Travel: ~25–35% to support BU teams, training, and key initiatives
Location: Flexible / Hybrid, aligned with SPX HVAC leadership locations (Overland Park, KS; Chicago, IL; Charlotte, NC; St Louis, MO)

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.

SPX Cooling Tech, LLC

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Sales Enablement Manager-HVAC