Reference #: 1744
Key Account Manager
Location:
US Remote
Salary Range: $ 123,000.00 to $ 146,000.00
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
OVERALL JOB DESCRIPTION
In conjunction with the SKF Seals Americas organization, increase SKF Sealing 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 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 KEY ACCOUNT MANAGEMENT
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
BUSINESS PLANNING & REPORTING
Communicate sales activities and results with management by participating in a one on one or similarly agreed Results, Activities, Competencies and Culture (RACC) talks
Prepare and submit as agreed Monthly Management Reports (MMR) of new business achievements, activities, opportunities, and targets, through CRM/C4C and/or other SKF reporting databases by required deadlines
Assist management in preparing annual sales budgets, strategic business plans and annual marketing objectives to ensure the long-term direction for SKF Sealing Solutions is aligned with overall SKF strategic planning
CRM SYSTEM (Customer relationship management system. Currently utilizing SAP C4C)
Comply with SKF CRM policies and procedures including, but not limited to:
Keeping the CRM database up to date including details of existing customers and potential customers
Establishing and maintaining accurate and up to date client records
Define call plans (managing opportunities, setting customer priorities, documenting customer contacts, correspondence, and account details)
Maintenance of Sales Funnel and progress.
EHS
Ensure compliance with SKF EHS policies and procedures to always maintain a safe work environment, including but not limited to:
Promote awareness of risk and safety requirements
Promptly report all accidents, incidents, and hazards to EHS Representatives or Manager/ Supervisor. When necessary, give priority to eliminating the hazard
Report any faulty or damaged equipment to EHS Representatives or Manager/ Supervisor
Familiar with emergency and evacuation procedures and the location of and use of emergency equipment.
Participate in EHS training designed to advance employee knowledge and awareness levels.
COMPLIANCE
Understand and act in accordance with SKF Business Process System (Quality Management System) requirements relevant to the areas of responsibility.
HOUSEKEEPING
Maintain a clean and professional office and, if provided, motor vehicle
Miscellaneous duties as required.
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.
SKILLS
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 under
