Territory Manager

Territory Manager

Location: US Remote

About SKF:
SKF has been making the world spin since 1907
SKF is an industry-leading manufacturer dedicated to a culture of belonging, where our people flourish in an equitable environment that promotes leadership development and career growth. SKF bearings played an integral role in helping Mars Rover collect rock and regolith samples on the planet’s surface.

As an SKF team member, you will join 40,000 colleagues from more than 130 countries developing bearing technology and services that make rotation more reliable and sustainable. Sustainability is at the heart of everything we do. SKF aims to have net zero greenhouse gas emissions at all our production facilities by 2030.

SKF products keep vehicles rolling, power the machines that put food on your table, and even reach into the cosmos as part of the Mars rover mission. Founded in Sweden in 1907, today SKF is publicly traded on the Nasdaq Stockholm with annual sales in 2020 of approximately $10 billion.

Job Summary:
The Territory Manager role is accountable for consistent and sustainable sales growth; engaging SKF Authorized Distributors, Channel Partners, and End Users with a focus deepening and expanding the customer relationship. The Territory Manager will be Reporting to the Regional Sales Director this highly technical role is responsible for securing SKF’s position with customers on new products and applications, ensuring the right customer experience and will function as the primary technical resource for distributor and end-users in a defined sales area.                                                                                                      

Main Responsibilities:

• Deliver consistent year-over-year sustainable profit growth within the assigned portfolio of business.
• Short and long-term strategic goals are met through actively managing daily engagement of SKF Authorized Distributors, Channel Partners and end users driving sales growth through product expansion, Rotating Equipment Performance business, relationship building and positive customer experience.
• Inspect bearings and conclude to scrap, reuse, or rework.
• Troubleshoot applications and articulate advanced problems to Application Engineers as needed.
• Provide training and hands-on demonstrations of bearings, seals, and maintenance products.
• Perform competitor product interchanges for catalog items.
• Build, Deepen, and Sustain Customer Relationships.
  • Recognized by customers as a technical trusted advisor.
  • Consultative and collaborative approach with customers, their sales teams, and engineers to clearly understand customer requirements, assess equipment needs and determine system requirements to provide sales support while enhancing the customer experience.
  • Recommend improved materials or machinery emphasizing the benefits of lower cost or increased production.
  • Enhance, broaden, and deepen key customer relationships that ultimately leads to business growth through proactive, consistent customer connection.
• Provide strong technical support to distributor and end-user accounts.
  • Recognized and motivated as the preferred technical partner for distributors and end-user customers in a defined sales area.
  • Fully proficient in providing technical support surrounding basic/intermediate level questions; relying on Application Engineers for higher-level, Subject Matter Expert (SME) support.
  • Assess competitive share-shift opportunities and define/promote an SKF alternative.
  • Proactively perform application reviews for new opportunities to discover and recommend the optimum SKF solution.
  • Troubleshoot existing applications, perform visual analysis as part of a Root Cause Failure Analysis (RCFA) and define upgrade options.
• Effective and strong business management practices 
  • Proactively document sales opportunities in our customer relationship tool, CRM, based sales funnel that aligned with SKF defined strategies of product expansion.
  • Actively manage CRM sales funnel for growth and retention opportunities with potential to grow the business.
  • Maintain and establish technical contacts to generate opportunities in the defined sales area.
  • Develops and execute cross-functional go-to-market (GTM) strategy with internal and external stakeholders.
• Strong customer account management practices
  • Successfully manage end user customers with opportunity-based sales plan designed to protect existing businesses, expand product sales.
  • Employ Sales Excellence process in offer development and insight presentations to move opportunities through the sales funnel.
  • Plan and modify products to meet customer needs.
  • Secure growth and retention orders; ensure timely delivery.

Job Requirements:

• Bachelor’s Degree (Engineering preferred) or 3-5 years of equivalent industry experience.
• Strong commercial and technical/mechanical aptitude.
• General industry knowledge with strong ability to communicate technical details.
• Effectively utilize SKF technology/tools –CRM, Illuminate, Microsoft Suite, PTPlace, DeliveryData.net, SKFiOS, Android Applications and Coresus.
• Ability to succeed within SKF Sales Excellence process and insight selling knowledge.
• Ability to troubleshoot applications and articulate advanced problems to Application Engineers as needed.
• Ability to inspect bearings and conclude to scrap, reuse, or rework.
• Ability to communicate effectively (verbal, written, presentation).
• Ability to answer technical questions utilizing published information catalogs for bearings, seals, and maintenance products related, but not limited to:
  • Nomenclature and design features.
  • Shaft and Housing Fits.
  • Basic maintenance recommendations.
• Perform competitor product interchanges for catalog items.
• Provide training and hands-on demonstrations of bearings, seals, and maintenance products.
• Knowledge of lubrication methods and practices including performing assessments and providing recommendations.
• Knowledge of bearing failures and causes; providing hands-on failure analysis and recommendations.
• Strong situational awareness; adept at managing complex organizations and situations.
• Proficient knowledge in sales plan development/execution, funnel management, external/internal customer follow up.
• Strong knowledge of distributor management – profit and loss statements, margin and mark ups, competitive rebates, returns, shipping and logistics, terms and conditions, digital transactions (EDI, PTPlace, portals, etc.).
• Exceptional organizational, time management and sales planning skills.
• Purposeful action taker with strong ability to make sound judgements and good business sense.
• Entrepreneurial spirit; self-motivated and driven to win.
• Eagerness to constantly learn new products, applications, and business models.
• Willingness and ability to travel 25-35% of the time domestically.

Key Competencies:

• Ability to communicate effectively (verbal, written, presentation).
• Demonstrate self-management, time management, and process management skills.
• Demonstrate strong technical aptitude, problem solving and analytical skills.
• Ability to influence others (negotiating skills, persuasiveness, and tenacity to follow up).
• Demonstrate project management skills; adept to working with all levels of an organization.
• Ability to develop positive and lasting relationships with internal and external customers.
• Demonstrate understanding and ability to communicate technical information.
• Demonstrate sales skills (effective questioning, active listening, consultation).
• Ability to prioritize technical support resources based on retention and/or customer growth value.
• Proficient knowledge of full SKF enterprise product offering.
• Ability to identify opportunity; develop and execute winning strategy.
• Demonstrate ability to use tools/resources to improve efficiency, handle customer needs, reduce costs.

What You’ll Love About SKF:
Rest and Relaxation. Enjoy a generous PTO policy and 13 paid holidays.

Work/Life Integration. SKF supports work/life integration, home, family, community, personal well-being and health. Flexible work options available, depending on role.

Diversity in the Workplace. SKF strives to embed Diversity, Equity and Inclusion in everything we do. By developing a culture of belonging, our people can flourish; leading to an inclusive, equitable environment that promotes leadership, engagement and innovation.

Best in Class Benefits. SKF cares about the wellbeing of our employees. Comprehensive healthcare options to fit your needs and opt out payment. Added benefits include company paid life insurance, STD, LTD. Supplemental benefits include critical illness coverage, tuition reimbursement, employee discount programs, and much more

Invest in your Future. Participate in our 401K program that boasts a 10% employer contribution: 100% match up to 5% of your elected contribution (100% Vested) plus an additional 5% company contribution.

Reports to: Regional Sales Director
Location: US Remote
Job ID: 20680

SKF provides equal employment [and affirmative action] opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.

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