[Hiring] Global Key Account Manager @SKF

Role Description

In conjunction with the SKF Sealing Solutions Americas organization, increase SKF Sealing Solutions market share and profitably grow SKF Value Propositions in assigned areas through:

• Key Account Management:
• Management of designated customers
• Development of key account plans and individual sales plans in alignment with management team
• Development of new business models and projects
• Achieve or exceed sales targets and KPIs set for assigned customers/segments
• Review sales performance of Sealing Solutions products to be used in planning and adjusting inventory accordingly
• Ensure all activities related to the function comply with relevant corporate policies, business processes and procedures, Acts, legal and professional Standards and the SKF Code of Conduct
• Duties / Activities of Position:
• Responsible for promoting SKF Sealing Solutions products at selected accounts
• Act as the SKF ambassador who fosters relations, continuously creating new adequate contacts at each account, with a focus on the highest possible level
• Act as the SKF speaking partner to the customer
• Work closely with Engineering, Customer Service, Sales Operations and Manufacturing to fulfil customer requirements and requests
• Negotiate corporate contracts
• Establish the necessary internal sales team and lead within corporate negotiation processes
• Establish long term growth strategies at assigned accounts in coordination with regional/global sales and organize sales and marketing activities accordingly
• Coordinate activities leading to customer satisfaction and business growth
• Coordinate follow up of business opportunities with relevant parts of the organization to capture new business
• Ensure assigned accounts are continuously kept profitable for SKF
• Organize benchmarking and cross fertilization activities to generate/replicate success stories
• Focus on improving SKF’s knowledge about customers, i.e., drivers, goals, to generate effective commercial insight
• Act as the contact towards the market for developing new concept/new offers within SKF Sealing Solutions
• Maintain performance on sales and profitability, ensuring each are in line with agreed expectations and targets
• Align with SKF Marketing, relevant Sales Managers and their teams, to include Engineering and others as necessary to ensure new opportunities are identified and followed through
• In agreement with relevant stakeholders, select, target, and call on account decision makers that reflect the business plan objectives on an agreed basis
• Prepare and conduct presentations to, and negotiations with, channel to market key stakeholders and their prospective strategic customers to achieve growth objectives
• Generate and convert customer leads into opportunities and document them in the SKF (CRM) Customer relationship management system
• Conduct market analysis to identify insights for potential customers and prioritize by industry and probability
• Classify opportunities by industry, segment, customer, assets and key needs and drivers
• Manage the Sales opportunity funnel in CRM and aligned digital sales tools (e.g., MS Teams) to ensure opportunities are duly followed up, won, and closed promptly

Qualifications

• Minimum of a bachelor’s degree in Engineering or Business or equivalent work experience
• Minimum of 5 years of experience with direct customer/sales interaction
• Valid and clean Driver’s License may be required for travel purposes
• Must be willing to travel at least 50% of the time or as customer/SKF needs dictate
• Demonstrated dynamic communication skills in the English language via email, phone, virtual meetings, in-person meetings, and demonstrations.

Requirements

• Strong leadership skills and business acumen
• Self-motivated and execution focused with an ability to meet/exceed deadlines
• Enjoy working in a team environment without losing focus on target achievement
• Excellent communication, interpersonal, and presentation skills
• Excellent networking capability
• Automotive and/or Industrial OEM experience is a plus
• Demonstrated achievement in past commercial or technical roles
• Strong mechanical aptitude and understanding of maintenance practices
• Project management and common tools used for driving sales funnel management
• Advanced Office 365 skills (Power Point, Excel, SharePoint, OneDrive, and Power BI).

Benefits

• Enjoy a generous PTO policy and 13 paid holidays.
• SKF supports work/life integration, home, family, community, personal well-being and health.
• At SKF, we strive to embed Diversity, Equity and Inclusion in everything we do.
• Comprehensive healthcare options to fit your needs and opt out payment.
• Added benefits include company paid life insurance, STD, LTD, critical illness coverage, tuition reimbursement, employee discount programs, and much more!
• SKF offers STVS (Short Term Variable Salary) or Sales Incentive based on company performance and at the discretion of management.
• 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.