Territory Manager
In order to be considered for this position you will be required to apply, using your SKF email, via the following link:
Apply Here - Territory Manager - #23804
In accordance with SKF USA recruiting policy, please be advised that to be considered you must:
- Be in your current position for at least 12 months.
- Have received a Full Achievement or higher overall performance rating.
- Notify your current Manager of your application for this position.
Reports to: Regional Sales Director
Location: US Remote
Job ID: 23804
Salary Range: $
123,000.00 to $
139,000.00
Recruiter: Kayla Yates
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 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 techical resource for distributors and end-users in a defined sales territory.
Sales territory geography includes Kansas, Nebraska, Missouri and Southern Illinois. Subject to future adjustments based on business needs. Ideal candidate is located in or around the greater Kansas City 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, 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 to clearly understand customer requirements, assess equipment needs and determine system requements 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 KPI‘s
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 exisitng 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
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 exisitng applications, perform visual analysis as part of an RCFA and define upgrade options
Assess competitive share-shift opportunities and define/promote an SKF alternative
Strong customer account management practices
Successfully manage end customers with opportunity-based sales plan designed to protect existing businesses and expand product sales.
Employ 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
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:
- Nomenclature and design features
- Shaft and Housing Fits
- Basic maintenance recommendations
Strong technical acumen and ability to learn is a requirement
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 – Illuminate, Microsoft Suite, PTPlace, DeliveryData.net, SKFiOS, Android Applications and Croesus
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 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
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
- Demonstrate knowledge and understanding of bearings, seals and corresponding applications
- Demonstrate strong understanding of rotating equipment and related applications
- 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
- Ability to present technical training and hold discussions in front of groups of people
Please note internal candidates will receive a confirmation that they have successfully applied for position.
If you do not receive this confirmation, please verify with the recruiter, (indicated at the top), that your application was indeed received.
This Position is NOT open for International Recruitment.
