Territory Manager

SKF•Whitpain Township, PA

44d•$111,000 - $139,000•Hybrid

About The Position

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.

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
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

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 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
Effective and strong business management practices:
Proactively document sales opportunities in C4C based sales funnel that align with SKF defined strategies of product expansion, REP offers and existing customer account management.
Actively manage C4C sales funnel for growth and retention opportunities with potential to grow the business.
Maintain and establish technical contacts to generate opportunities in the defined sales area.
Develops and execute cross-functional go-to-market (GTM) strategy with internal and external stakeholders.
Strong customer account management practices
Successfully manage end customers with an 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

Benefits

Generous PTO policy
13 paid holidays
Comprehensive healthcare options
Company paid life insurance
STD
LTD
Supplemental benefits include critical illness coverage
Tuition reimbursement
Employee discount programs
STVS (Short Term Variable Salary) or Sales Incentive based on company performance
401K program with 10% employer contribution: 100% match up to 5% of your elected contribution (100% Vested) plus an additional 5% company contribution.