Territory Sales Manager

SKF Group; Whitpain Township (Montgomery County); Remote; USD 111,000 - 132,000; Full time

Job summary

A leading company in industrial manufacturing seeks a Territory Sales Manager to drive sustainable sales growth in Arkansas and North Louisiana. The role focuses on building strong customer relationships and providing technical support for SKF products. Ideal candidates should possess a Bachelor's Degree and strong commercial acumen.

Benefits

Generous PTO policy and 13 paid holidays

Flexible work options

Comprehensive healthcare options

401K with 10% employer contribution

Tuition reimbursement

Qualifications

• Bachelor’s Degree or relevant experience required.
• Strong mechanical and commercial aptitude necessary.
• Ability to communicate technical details effectively.

Responsibilities

• Responsible for sustainable sales growth and managing customer relationships.
• Provide technical support and solutions to customers within the defined sales area.
• Develop and execute sales strategies to meet organizational goals.

Skills

Commercial aptitude

Technical/mechanical aptitude

Problem solving

Influencing skills

Strong communication

Education

Bachelor’s Degree or equivalent industry experience

Tools

CRM systems (C4C)

Microsoft Suite

Job description

Territory Sales Manager

Location: US Remote - Arkansas, North Louisiana

Salary Range: $ 111,000.00 to $ 132,000.00

About SKF:

SKF, reducing friction since 1907, re-imagining rotation for a better tomorrow!

SKF is an industry-leading manufacturer that has been a cornerstone in industrial life. Wherever there are machines or products in motion, SKF bearings are there to reduce friction. SKF drives the industries that support our way of life, powers the machines that put food on the table, and even helps explore the cosmos.

Sustainability is at the heart of everything we do. SKF is on pace to decarbonize all its production facilities by 2030.

We’re guided by our SKF values. Collaboration is critical to the success of our colleagues, partners, and customers. Curiosity and Courage provide a foundation for innovation and advancement. And we do this work out of Care for our people, customers, communities, and the planet.

We’re a company committed to a culture of belonging, where all our people are encouraged to be themselves and grow their careers in an equitable environment.

Learn about SKF at www.skf.com.

Job Summary

The Aftermarket Technical Sales role (Arkansas, North Louisiana) 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.

Reporting to a Regional Sales Director, this highly technical role is responsible securing SKF’s position with customers on new products and applications, executing a flawless 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, REP business, relationship building and flawless customer experience.

·Build, deepen and sustain customer relationships

oEnhance, broaden, and deepen key customer relationships that ultimately leads to business growth through proactive, consistent customer connection

oConsultative 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

oRecommend improved materials or machinery emphasizing the benefits of lower cost or increased production

oRecognized by customers as trusted advisor; helping them to achieve their KPI‘s

·Provide strong technical support to distributor and end-user accounts

oRecognized and motivated as the preferred technical partner for distributors and end-user customers in a defined sales area

oFully proficient in providing technical support surrounding basic/intermediate level questions; relying on Application Engineers for higher-level, SME support

oProactively perform application reviews for new opportunities to discover and recommend the optimum SKF solution

oTroubleshoot existing applications, perform visual analysis as part of an RCFA and define upgrade options

oAssess competitive share-shift opportunities and define/promote an SKF alternative

·Effective and strong business management practices

oProactively document sales opportunities in C4C based sales funnel that align with SKF defined strategies of product expansion, REP offers and existing customer account management

oActively manage C4C sales funnel for growth and retention opportunities with potential to grow the business

oMaintain and establish technical contacts to generate opportunities in the defined sales area

oDevelops and execute cross-functional go-to-market (GTM) strategy with internal and external stakeholders

·Strong customer account management practices

oSuccessfully manage end customers with opportunity-based sales plan designed to protect existing businesses, expand product sales and drive REP business

oEmploy Sales Excellence process in offer development and insight presentations to move opportunities through the sales funnel

oPlan and modify products to meet customer needs

oSecure growth and retention orders; ensure timely delivery

Job Requirements

·Bachelor’s Degree or equivalent industry experience

·Strong commercial and technical/mechanical aptitude

·General industry knowledge with strong ability to communicate technical details

·Ability to answer technical questions utilizing published information catalogs for bearings, seals and maintenance products related, but not limited to:

oNomenclature and design features

oShaft and Housing Fits

oBasic maintenance recommendations

·Perform competitor product interchanges for catalog items

·Ability to succeed within SKF Sales Excellence process and insight selling knowledge

·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

·Ability to troubleshoot applications and articulate advanced problems to Application Engineers as needed

·Ability to inspect bearings and conclude to scrap, reuse or rework

·Strong situational awareness; adept at managing complex organizations and situations

·Effectively utilize SKF technology/tools – C4C, Illuminate, Microsoft Suite, PTPlace, DeliveryData.net, SKFiOS, Android Applications and Coresus

·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 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.?At SKF, we strive 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!

Bonus. SKF offers STVS (Short Term Variable Salary) or Sales Incentive based on company performance and at the discretion of management.

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 - Arkansas, North Louisiana

Job ID: 22299

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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