Territory Manager

SKF•Whitpain Township, PA

8d•Remote

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 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 Southern Georgia (Valdosta, Waycross, GA/Jacksonville, FL). Subject to future adjustments based on business needs. The ideal candidate is located in or around the greater Jacksonville, FL area.

Requirements

Bachelor’s Degree or equivalent industry experience
Strong commercial and technical/mechanical aptitude
General industry knowledge with a 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 the ability to learn are requirements
Perform competitor product interchanges for the catalog item
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 markups, 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 judgments and good business sense
Entrepreneurial spirit; self-motivated and driven to win
Eagerness to look for new opportunities and expand the business – hunter mentality
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 a 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 the full SKF enterprise product offering;
Ability to identify opportunity; develop and execute a winning strategy
Demonstrate ability to use tools/resources to improve efficiency, handle customer needs, and 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 business portfolio.
Short- and long-term strategic goals are met by actively managing the daily engagement of SKF Authorized Distributors, Channel Partners, and end-users; driving sales growth through product expansion, relationship building, and a 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
Recognized by customers as a 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 the C4C-based sales funnel that align with SKF's defined strategies of product expansion and existing customer account management
Actively manage the 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 executes a 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 the 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

Rest and Relaxation. Enjoy a generous PTO policy and 13 paid holidays.
Work/Life Integration. SKF supports work/life integration, home, family, community, personal well-being and health.
Diversity in the Workplace. At SKF, we strive to embed Diversity, Equity and Inclusion in everything we do. By developing a culture of belonging, our people can flourish, leading to an inclusive, equitable environment that promotes leadership, engagement, and innovation.
Best in Class Benefits. SKF cares about the well-being of our employees. Comprehensive healthcare options to fit your needs and opt-out payment. Added benefits include company-paid life insurance, STD, LTD. Supplemental benefits include critical illness coverage, tuition reimbursement, employee discount programs, and much more!
Bonus. SKF offers STVS (Short Term Variable Salary) or Sales Incentive based on company performance and at the discretion of management.
Invest in your Future. Participate in our 401K program that boasts a 10% employer contribution: 100% match up to 5% of your elected contribution (100% Vested) plus an additional 5% company contribution.

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