Global Key Account Manager

SKF • Whitpain Township, PA

3d • $123,000 - $139,000 • Remote

About The Position

In conjunction with the SKF Sealing Solutions Americas organization, the Global Key Account Manager increases market share and profitably grows SKF Sealing Solutions value propositions in assigned areas. The role manages designated customers, develops key account and sales plans in alignment with management, creates new business models and projects, achieves or exceeds sales targets and KPIs, and reviews product sales performance to support inventory planning. The position ensures activities comply with corporate policies, processes, laws, professional standards, and the SKF Code of Conduct.

The manager promotes SKF Sealing Solutions products to selected accounts and serves as an SKF ambassador and customer partner. They build senior-level customer relationships, negotiate corporate contracts, lead internal sales teams through corporate negotiations, and coordinate with Engineering, Customer Service, Sales Operations, Manufacturing, Marketing, and sales teams to meet customer requirements and develop profitable growth. The role identifies, develops, and follows up on business opportunities; manages account profitability and sales performance; conducts market and customer analysis; and uses CRM and aligned digital tools to maintain the opportunity funnel.

The role also communicates sales activities and results to management, submits monthly management reports, and contributes to annual budgets, strategic business plans, and marketing objectives. It maintains accurate CRM records, customer call plans, and sales-funnel information; follows EHS and quality-management requirements; and maintains a clean, professional office and, if provided, motor vehicle. Travel of at least 50% is required or as customer or SKF needs dictate. The position is listed as US Remote.

Requirements

• Minimum bachelor’s degree in Engineering or Business, or equivalent work experience.
• At least five years of experience with direct customer or sales interaction.
• At least five years’ experience in a similar role.
• Demonstrated experience developing strategies to acquire new market share while maintaining current market share.
• Demonstrated experience negotiating with senior management or corporate executives to win strategic long-term agreements.
• Demonstrated understanding of SKF’s channels to market (OEM, Distributor Partners, direct End User) and experience achieving results within at least one channel.
• Strong understanding of, or aptitude and willingness to embrace, the SKF Sealing Solutions offering, including a high-level understanding of other SKF offerings.
• Demonstrated positive experience in sales-funnel management.
• Strong understanding of the SKF sales excellence and insight selling methodology.
• Dynamic communication skills in English across email, phone, virtual and in-person meetings, and demonstrations.
• Strong leadership skills and business acumen.
• Self-motivated, execution-focused, and able to meet or exceed deadlines.
• Able to work in a team environment while maintaining focus on target achievement.
• Excellent communication, interpersonal, presentation, and networking skills.
• Demonstrated achievement in past commercial or technical roles.
• Strong mechanical aptitude and understanding of maintenance practices.
• Project management skills and familiarity with common tools for driving sales-funnel management.
• Advanced Office 365 skills, including PowerPoint, Excel, SharePoint, OneDrive, and Power BI.
• Willingness to travel at least 50% of the time or as customer or SKF needs dictate.
• Valid and clean driver’s license may be required for travel purposes.

Nice To Haves

• Automotive and/or Industrial OEM experience.
• Valid and clean driver’s license for travel purposes, if required.

Responsibilities

• Promote SKF Sealing Solutions products at selected accounts and manage designated customers.
• Develop key account plans, individual sales plans, long-term growth strategies, and new business models and projects in alignment with management and relevant stakeholders.
• Achieve or exceed sales targets and KPIs, maintain sales and profitability in line with expectations, and ensure assigned accounts remain profitable.
• Build and maintain customer relationships, create appropriate contacts at each account, and act as the customer’s SKF speaking partner and SKF ambassador.
• Negotiate corporate contracts and establish and lead the internal sales team through corporate negotiation processes.
• Work with Engineering, Customer Service, Sales Operations, Manufacturing, Marketing, Sales Managers, and other relevant teams to fulfil customer requirements and pursue opportunities.
• Coordinate customer satisfaction and business-growth activities, and follow up on opportunities to capture new business.
• Organize benchmarking and cross-fertilization activities to generate or replicate success stories.
• Improve understanding of customers’ drivers and goals to generate commercial insight; develop new concepts and offers within SKF Sealing Solutions.
• Select, target, and contact account decision makers in accordance with business-plan objectives.
• Prepare and deliver presentations and conduct negotiations with channel-to-market stakeholders and prospective strategic customers.
• Generate and convert customer leads into opportunities, document them in CRM, conduct market analysis, and prioritize potential customers by industry and probability.
• Classify opportunities by industry, segment, customer, assets, needs, and drivers; manage the sales opportunity funnel in CRM and aligned digital tools to ensure timely follow-up and closure.
• Review sales performance of Sealing Solutions products to support inventory planning and adjustment.
• Communicate sales activities and results to management through agreed RACC talks and prepare and submit Monthly Management Reports by required deadlines.
• Assist management with annual sales budgets, strategic business plans, and marketing objectives.
• Maintain the CRM database and accurate customer and prospect records, define call plans, document contacts and correspondence, and maintain the sales funnel and its progress.
• Comply with SKF EHS policies and procedures, promote safety awareness, report accidents, incidents, hazards, and faulty equipment, understand emergency procedures, and participate in EHS training.
• Follow relevant SKF Business Process System and Quality Management System requirements.
• Maintain a clean and professional office and, if provided, motor vehicle; perform miscellaneous duties as required.

Benefits

• Generous PTO policy.
• 13 paid holidays.
• Comprehensive healthcare options and an opt-out payment.
• Company-paid life insurance, short-term disability, and long-term disability.
• Supplemental critical illness coverage.
• Tuition reimbursement.
• Employee discount programs.
• Short Term Variable Salary (STVS) or sales incentive based on company performance and at management’s discretion.
• 401(k) with a 10% employer contribution: 100% match up to 5% of the employee’s elected contribution, fully vested, plus an additional 5% company contribution.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level