Global Key Account Manager
Location: US Remote
Salary Range: $ 123,000.00 to $ 139,000.00
About SKF:
SKF, reducing friction since 1907, re-imagining rotation for a better tomorrow!
SKF is an industry-leading manufacturer that has been a cornerstone in industrial life. Wherever there are machines or products in motion, SKF bearings are there to reduce friction. SKF drives the industries that support our way of life, powers the machines that put food on the table, and even helps explore the cosmos.
Sustainability is at the heart of everything we do. SKF is on pace to decarbonize all its production facilities by 2030.
We’re guided by our SKF values. Collaboration is critical to the success of our colleagues, partners, and customers. Curiosity and Courage provide a foundation for innovation and advancement. And we do this work out of Care for our people, customers, communities, and the planet.
We’re a company committed to a culture of belonging, where all our people are encouraged to be themselves and grow their careers in an equitable environment.
Learn about SKF at www.skf.com.
OVERALL JOB DESCRIPTION
In conjunction with the SKF Sealing Solutions Americas organization, increase SKF Sealing Solutions market share and profitably grow SKF Value Propositions in assigned areas through:
- Key Account Management:
- Management of designated customers
- Development of key account plans and individual sales plans in alignment with management team
- Development of new business models and projects
- Achieve or exceed sales targets and KPIs set for assigned customers/segments
- Review sales performance of Sealing Solutions products to be used in planning and adjusting inventory accordingly
- Ensure all activities related to the function comply with relevant corporate policies, business processes and procedures, Acts, legal and professional Standards and the SKF Code of Conduct
DUTIES / ACTIVITIES OF POSITION
KEY ACCOUNT MANAGEMENT
- Responsible for promoting SKF Sealing Solutions products at selected accounts
- Act as the SKF ambassador who fosters relations, continuously creating new adequate contacts at each account, with a focus on the highest possible level
- Act as the SKF speaking partner to the customer
- Work closely with Engineering, Customer Service, Sales Operations and Manufacturing to fulfil customer requirements and requests
- Negotiate corporate contracts
- Establish the necessary internal sales team and lead within corporate negotiation processes
- Establish long term growth strategies at assigned accounts in coordination with regional/global sales and organize sales and marketing activities accordingly
- Coordinate activities leading to customer satisfaction and business growth
- Coordinate follow up of business opportunities with relevant parts of the organization to capture new business
- Ensure assigned accounts are continuously kept profitable for SKF
- Organize benchmarking and cross fertilization activities to generate/replicate success stories
- Focus on improving SKF’s knowledge about customers, i.e., drivers, goals, to generate effective commercial insight
- Act as the contact towards the market for developing new concept/new offers within SKF Sealing Solutions
- Maintain performance on sales and profitability, ensuring each are in line with agreed expectations and targets
- Align with SKF Marketing, relevant Sales Managers and their teams, to include Engineering and others as necessary to ensure new opportunities are identified and followed through
- In agreement with relevant stakeholders, select, target, and call on account decision makers that reflect the business plan objectives on an agreed basis
- Prepare and conduct presentations to, and negotiations with, channel to market key stakeholders and their prospective strategic customers to achieve growth objectives
- Generate and convert customer leads into opportunities and document them in the SKF (CRM) Customer relationship management system
- Conduct market analysis to identify insights for potential customers and prioritize by industry and probability
- Classify opportunities by industry, segment, customer, assets and key needs and drivers
- Manage the Sales opportunity funnel in CRM and aligned digital sales tools (e.g., MS Teams) to ensure opportunities are duly followed up, won, and closed promptly
BUSINESS PLANNING & REPORTING
- Communicate sales activities and results with management by participating in a one on one or similarly agreed Results, Activities, Competencies and Culture (RACC) talks
- Prepare and submit as agreed Monthly Management Reports (MMR) of new business achievements, activities, opportunities, and targets, through CRM/C4C and/or other SKF reporting databases by required deadlines
- Assist management in preparing annual sales budgets, strategic business plans and annual marketing objectives to ensure the long-term direction for SKF Sealing Solutions is aligned with overall SKF strategic planning
CRM SYSTEM (Customer relationship management system. Currently utilizing SAP C4C)
- Comply with SKF CRM policies and procedures including, but not limited to:
- Keeping the CRM database up to date including details of existing customers and potential customers
- Establishing and maintaining accurate and up to date client records
- Define call plans (managing opportunities, setting customer priorities, documenting customer contacts, correspondence, and account details)
- Maintenance of Sales Funnel and progress.
EHS
- Ensure compliance with SKF EHS policies and procedures to always maintain a safe work environment, including but not limited to:
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- Promote awareness of risk and safety requirements
- Promptly report all accidents, incidents, and hazards to EHS Representatives or Manager/ Supervisor. When necessary, give priority to eliminating the hazard
- Report any faulty or damaged equipment to EHS Representatives or Manager/ Supervisor
- Familiar with emergency and evacuation procedures and the location of and use of emergency equipment.
- Participate in EHS training designed to advance employee knowledge and awareness levels.
COMPLIANCE
- Understand and act in accordance with SKF Business Process System (Quality Management System) requirements relevant to the areas of responsibility.
HOUSEKEEPING
- Maintain a clean and professional office and, if provided, motor vehicle
- Miscellaneous duties as required.
QUALIFICATIONS
- Minimum of a bachelor’s degree in Engineering or Business or equivalent work experience
- Minimum of 5 years of experience with direct customer/sales interaction
- Valid and clean Driver’s License may be required for travel purposes
- Must be willing to travel at least 50% of the time or as customer/SKF needs dictate
- Demonstrated dynamic communication skills in the English language via email, phone, virtual meetings, in-person meetings, and demonstrations.
SKILLS
- Strong leadership skills and business acumen
- Self-motivated and execution focused with an ability to meet/exceed deadlines
- Enjoy working in a team environment without losing focus on target achievement
- Excellent communication, interpersonal, and presentation skills
- Excellent networking capability
- Automotive and/or Industrial OEM experience is a plus
- Demonstrated achievement in past commercial or technical roles
- Strong mechanical aptitude and understanding of maintenance practices
- Project management and common tools used for driving sales funnel management
- Advanced Office 365 skills (Power Point, Excel, SharePoint, OneDrive, and Power BI).
PRE-REQUISITES
- At least five years’ experience in a similar role
- Demonstrated experience developing strategies to acquire new market share while maintain 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 in achieving results within at least one
- Strong understanding and knowledge or the aptitude and willingness to embrace SKF Sealing Solutions offering, including a high-level understanding of all other SKF offerings
- Demonstrated positive experience in sales funnel management
- Strong understanding of the SKF sales excellence and insight selling methodology
What You’ll Love About SKF:
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 wellbeing 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.