Director of Heavy Industry

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 Director of Industry Growth is responsible to lead the Corporate Account team and ultimately deliver profitable growth with our strategic heavy industry customers. The responsibilities include not only leading the strategic sales team, but also developing and executing an Industry strategy that aligns with the overall Heavy Industry strategy for the Americas. This role involves leading the team to identify and understand each customers’ strategic direction and KPIs and developing individual strategies to assist in the achievement of the strategic expectations while utilizing SKF’s products, services and overall value proposition for that achievement. In addition, alignment with the regional sales leadership and SKF’s local customer teams serving the mill or site locations is critical. The net sales result is expected to be sustainable and profitable growth. The director will serve as a key connector for the Full Value Chain to SKF’s manufacturing organization and both the Original Equipment (OE) and Aftermarket (AM) businesses ensuring seamless integration and strategy alignment. Reporting to the VP of Aftermarket Sales NAM, this role is crucial for segment and footprint alignment with SKF Global Industry and Product leads in Group Commercial Excellence Bearings.

Job Responsibilities

• Develop, implement and execute the Heavy Industry strategy for NAM, positioning SKF as a leader in the Industrial Aftermarket while aligning with OEM Heavy Industry in the Americas
• Develop and lead a team of Corporate Account Managers (CAMs) who engage strategic end user customers to better understand their direction and Key Performance Indicators (KPIs)
• Work with the CAMs to leverage the acquired strategic customer knowledge to Drive growth and profitability in the Heavy Industry segment resulting in SKF’s improved financial success
• Work with SKF’s Local Customer Teams (LCTs) at the mill or site level to execute the defined strategy
• Align the Regional Sales Directors and market needs delivering SKF Value Proposition (products & services) for the Heavy Industry ensuring offerings meet customer needs and market trends
• Identify and communicate Industry trends and market needs within the Heavy segment, establishing SKF as a proactive and informed leader
• Develop and implement effective pricing strategies for AM (with OE alignment) in the Heavy Industry while balancing competitiveness and profitability
• Aligning the Heavy Industry strategy for NAM with the Americas Heavy Industry team and the manufacturing organization ensuring strategic alignment with global objectives
• Drive segment growth and profit, with measurable performance metrics
• Foster a strong connection with the Global Commercial Excellence Bearings for cohesive strategy implementation
• Responsible for the mapping and documentation (in sales funnel) of key prospects and opportunities across NAM for profitable growth in the Heavy Industry customer base.
• Collaborate with Product Line Managers and factories to position the Heavy footprint for market share growth and maximized revenue and profit
• Communicate Industry trends and market needs, providing insightful guidance to the organization for the Heavy Industry

Job Education, Experience And Requirements

• Bachelor degree is required (Business Administration, Engineering or Equivalent).
• Minimum 15 years experience with end user customer sales interaction.
• Minimum of 10 years proven experience developing business in an industrial or manufacturing market.
• Minimum 5 years direct end user experience preferred.
• Knowledge and Expertise: Deep understanding of the Heavy market trends, customer needs, and competitive landscape.
• Strong SKF or similar PT product knowledge with an industrial application and mechanical aptitude.
• Driven by sales and project management success and has a passion for winning.
• Proven ability to develop positive and lasting rapport with both internal and external customers at all levels of an organization.
• Proven ability to lead and influence cross-functional teams without formal authority.
• Thrives in a team environment.
• Customer-Centric and Results-Oriented Mindset: Deliver value-added solutions that meet or exceed customer expectations in the Heavy Industry.
• Analytical and Problem-Solving Skills: Analyze complex data and solve problems efficiently to drive Heavy segment performance.
• Excellent communication and interpersonal skills.
• General industry knowledge and technical sales skills.
• Persuasive presentation and negotiation skills.
• Embraces change in the name of efficiency and effectiveness.
• Demonstrated achievement in past commercial or technical roles.
• Self-motivated and execution focused with ability to meet deadlines.
• Proficient in Microsoft Office suite (word, excel).
• Demonstrate self-management, time management, and process management skills.
• Demonstrate strong technical, problem solving and analytical skills.
• Ability to lead and 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.
• Proficient in Microsoft Office suite (word, excel).
• Willingness and ability to travel 50-60% of the time.

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 we 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: Senior Director, US Aftermarket

Location: US Remote

Job ID: 20589

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.

By applying to this job you acknowledge how SKF treats candidate data. Click HERE to review the SKF Data Privacy Consent Statement.