SKF Group
Job Summary
The Aftermarket Territory Manager role 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 highly technical role is responsible for 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 distributors and end-users in a defined sales territory. Sales territory geography includes Colorado, Wyoming, Western Kansas and Western Nebraska. Subject to future adjustments based on business needs. Ideal candidate is located in or around the greater Denver area. Responsibilities
Deliver consistent year-over-year sustainable profit growth within the assigned portfolio of business Actively manage daily engagement of SKF Authorized Distributors, Channel Partners and end-users; drive sales growth through product expansion, relationship building and flawless customer experience Build, deepen and sustain customer relationships Enhance, broaden, and deepen key customer relationships that ultimately lead to business growth through proactive, consistent customer connection Consultative 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 Recommend improved materials or machinery emphasizing the benefits of lower cost or increased production Be recognized by customers as a trusted advisor; help them achieve their KPIs Provide strong technical support to distributor and end-user accounts Be 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; rely 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 Practice effective and strong business management Proactively document sales opportunities in C4C based sales funnel aligning with SKF strategies Actively manage C4C sales funnel for growth and retention opportunities Maintain and establish technical contacts to generate opportunities in the defined sales area Develop and execute cross-functional go-to-market strategy with internal and external stakeholders Demonstrate strong customer account management practices Successfully manage end customers with opportunity-based sales plans designed to protect existing businesses and expand product sales Use SKF Sales Excellence process 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 Qualifications
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, including Nomenclature and design features Shaft and Housing Fits Basic 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 assessments and recommendations Knowledge of bearing failures and causes; provide hands-on failure analysis and recommendations Ability to troubleshoot applications and articulate advanced problems to Application Engineers as needed Ability to inspect bearings and determine scrap, reuse or rework Strong situational awareness; adept at managing complex organizations and situations Effectively utilize SKF technology/tools – Illuminate, Microsoft Suite, PTPlace, DeliveryData.net, SKFiOS, Android Applications and Croesus Proficient knowledge in sales plan development/execution, funnel management, and customer follow-up Strong knowledge of distributor management – P&L, margins, rebates, returns, logistics, terms and conditions, digital transactions Exceptional organizational, time management and sales planning skills Entrepreneurial spirit; self-motivated and driven to win Eagerness to look for new opportunities and expand the business Eagerness to constantly learn new products, applications and business models Willingness and ability to travel 60-75% of the time within the sales territory, including overnight stays Competencies
Effective verbal and written communication; presentation skills Self-management, time management, and process management Technical aptitude, problem solving, and analytical skills Knowledge of bearings, seals and related applications; rotating equipment understanding Influence and negotiation skills; persistence in follow-up Project management; ability to work with all organizational levels Ability to build positive relationships with internal and external customers Ability to convey technical information effectively Sales skills: questioning, active listening, and consultation Prioritize technical support resources for retention and growth Knowledge of SKF enterprise product offerings Opportunity identification and winning strategy execution Use tools/resources to improve efficiency and meet customer needs Present technical training and conduct discussions for groups What You’ll Love About SKF
Rest and Relaxation: generous PTO and 13 paid holidays. Work/Life Integration: flexible work options as appropriate for role. Diversity in the Workplace: SKF pursues Diversity, Equity and Inclusion in all we do to foster belonging and an inclusive environment. Best in Class Benefits: comprehensive healthcare options, company paid life insurance, STD, LTD, and additional benefits including tuition reimbursement and employee discounts. Bonus: Short Term Variable Salary or Sales Incentive based on company performance. Invest in your Future: 401K with 10% employer contribution; 100% match up to 5% plus 5% company contribution. Additional Information
Reports to: Regional Sales Director Location: US Remote Job ID: 23096 SKF provides equal employment opportunities to applicants and employees without regard to protected characteristics. By applying to this job you acknowledge how SKF treats candidate data.
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The Aftermarket Territory Manager role 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 highly technical role is responsible for 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 distributors and end-users in a defined sales territory. Sales territory geography includes Colorado, Wyoming, Western Kansas and Western Nebraska. Subject to future adjustments based on business needs. Ideal candidate is located in or around the greater Denver area. Responsibilities
Deliver consistent year-over-year sustainable profit growth within the assigned portfolio of business Actively manage daily engagement of SKF Authorized Distributors, Channel Partners and end-users; drive sales growth through product expansion, relationship building and flawless customer experience Build, deepen and sustain customer relationships Enhance, broaden, and deepen key customer relationships that ultimately lead to business growth through proactive, consistent customer connection Consultative 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 Recommend improved materials or machinery emphasizing the benefits of lower cost or increased production Be recognized by customers as a trusted advisor; help them achieve their KPIs Provide strong technical support to distributor and end-user accounts Be 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; rely 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 Practice effective and strong business management Proactively document sales opportunities in C4C based sales funnel aligning with SKF strategies Actively manage C4C sales funnel for growth and retention opportunities Maintain and establish technical contacts to generate opportunities in the defined sales area Develop and execute cross-functional go-to-market strategy with internal and external stakeholders Demonstrate strong customer account management practices Successfully manage end customers with opportunity-based sales plans designed to protect existing businesses and expand product sales Use SKF Sales Excellence process 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 Qualifications
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, including Nomenclature and design features Shaft and Housing Fits Basic 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 assessments and recommendations Knowledge of bearing failures and causes; provide hands-on failure analysis and recommendations Ability to troubleshoot applications and articulate advanced problems to Application Engineers as needed Ability to inspect bearings and determine scrap, reuse or rework Strong situational awareness; adept at managing complex organizations and situations Effectively utilize SKF technology/tools – Illuminate, Microsoft Suite, PTPlace, DeliveryData.net, SKFiOS, Android Applications and Croesus Proficient knowledge in sales plan development/execution, funnel management, and customer follow-up Strong knowledge of distributor management – P&L, margins, rebates, returns, logistics, terms and conditions, digital transactions Exceptional organizational, time management and sales planning skills Entrepreneurial spirit; self-motivated and driven to win Eagerness to look for new opportunities and expand the business Eagerness to constantly learn new products, applications and business models Willingness and ability to travel 60-75% of the time within the sales territory, including overnight stays Competencies
Effective verbal and written communication; presentation skills Self-management, time management, and process management Technical aptitude, problem solving, and analytical skills Knowledge of bearings, seals and related applications; rotating equipment understanding Influence and negotiation skills; persistence in follow-up Project management; ability to work with all organizational levels Ability to build positive relationships with internal and external customers Ability to convey technical information effectively Sales skills: questioning, active listening, and consultation Prioritize technical support resources for retention and growth Knowledge of SKF enterprise product offerings Opportunity identification and winning strategy execution Use tools/resources to improve efficiency and meet customer needs Present technical training and conduct discussions for groups What You’ll Love About SKF
Rest and Relaxation: generous PTO and 13 paid holidays. Work/Life Integration: flexible work options as appropriate for role. Diversity in the Workplace: SKF pursues Diversity, Equity and Inclusion in all we do to foster belonging and an inclusive environment. Best in Class Benefits: comprehensive healthcare options, company paid life insurance, STD, LTD, and additional benefits including tuition reimbursement and employee discounts. Bonus: Short Term Variable Salary or Sales Incentive based on company performance. Invest in your Future: 401K with 10% employer contribution; 100% match up to 5% plus 5% company contribution. Additional Information
Reports to: Regional Sales Director Location: US Remote Job ID: 23096 SKF provides equal employment opportunities to applicants and employees without regard to protected characteristics. By applying to this job you acknowledge how SKF treats candidate data.
#J-18808-Ljbffr