Territory Manager

Territory Manager

Location: US Remote/Los Angeles, CA

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 planets 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.

Summary:
The Aftermarket Sales Territory Manager role (Southern California) is accountable for consistent and sustainable sales growth; engaging SKF Authorized Distributors, Channel Partners and End Users with a focus on deepening and expanding the customer relationship. Reporting to a Regional Sales Director, this technical sales role is responsible for securing SKFs position with customers on new products and applications, executing a flawless customer experience and will function as the primary contact for distributors and end-users in the defined sales area. The role is responsible for both retention of existing and core business as well as the development and conversion of new opportunities. They are the key liaison for all field-based sales activities as well as the primary contact for ensuring all appropriate SKF organizational resources are being leveraged in support of aftermarket business (CS, AE, Marketing, etc.)

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.
• Provide training and hands-on demonstrations of bearings, seals, and maintenance products.
• Driving sales growth through product expansion, REP business, relationship building, and flawless customer experience.
• Build, deepen, and sustain customer relationships:
  • Enhance, broaden, and deepen key customer relationships that ultimately leads to business growth through proactive, consistent customer connection.
  • Consultative and collaborative approach with customers, their sales teams, and engineers.
  • 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.
  • Recognized by customers as trusted advisor; helping them to achieve their KPIs.
• 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, SME support.
  • Proactively perform application reviews for new opportunities to discover and recommend the optimum SKF solution.
  • Troubleshoot existing applications, perform visual analysis as part of an RCFA and define upgrade options.
  • Assess competitive share-shift opportunities and define/promote an SKF alternative.
• Effective and strong business management practices:
  • Proactively document sales opportunities in the sales funnel that align with SKF defined strategies of product expansion, strategic growth markets, and existing customer account management.
  • 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 customers with opportunity-based sales plan designed to protect existing businesses, expand product sales, and drive growth.
  • Employ Sales Excellence processes 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:

• Bachelors Degree or equivalent industry experience.
• Strong commercial and technical/mechanical aptitude.
• Demonstrate understanding and ability to communicate technical information.
• Demonstrate ability to use tools/resources to improve efficiency, handle customer needs, reduce costs.
• Knowledge of lubrication methods and practices including performing assessments and providing recommendations.
• Knowledge of bearing failures and causes; providing hands-on failure analysis and recommendation.
• General industry knowledge with strong ability to communicate technical details.
• Effectively utilize SKF technology/tools C4C, Illuminate, Microsoft Suite, PTPlace, DeliveryData.net, SKFiOS, Android Applications and Croesus.
• 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.
• Demonstrate strong technical aptitude, problem solving and analytical skills.
• 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 50-70% of the time domestically.

Key Competencies:

• 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).
• Demonstrate self-management, time management, and process management 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 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.

What Youll 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 West Region
Location: US Remote/Los Angeles, CA
Job ID: 20815

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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