TERRITORY MANAGER
Company: SKF
Location: Los Angeles
Posted on: October 25, 2024
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Job Description:
Territory Manager
Location: US Remote/Los Angeles, CA
About SKF:
SKF has been making the world spin since 1907!
SKF is an industry-leading manufacturer dedicated to a culture of
belonging, where our people flourish in an equitable environment
that promotes leadership development and career growth. SKF
bearings played an integral role in helping Mars Rover collect rock
and regolith samples on the planet's surface.
As an SKF team member, you will join 40,000 colleagues from more
than 130 countries developing bearing technology and services that
make rotation more reliable and sustainable. Sustainability is at
the heart of everything we do. SKF aims to have net zero
greenhouse gas emissions at all our production facilities by
2030.
SKF products keep vehicles rolling, power the machines that put
food on your table, and even reach into the cosmos as part of the
Mars rover mission. Founded in Sweden in 1907, today SKF is
publicly traded on the Nasdaq Stockholm with annual sales in 2020
of approximately $10 billion.
Summary:
The Aftermarket Sales Territory Manager role (Southern California)
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
technical sales 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
contact for distributors and end-users in the defined sales area.
The role is responsible for both retention of existing and core
business as well as the development and conversion of new
opportunities. They are the key liaison for all field-based sales
activities as well as the primary contact for ensuring all
appropriate SKF organizational resources are being leveraged in
support of aftermarket business (CS, AE, Marketing, etc.)
Responsibilities:
Short and long-term strategic goals are met through actively
managing daily engagement of SKF Authorized Distributors, Channel
Partners and end-users.
Provide training and hands-on demonstrations of bearings, seals,
and maintenance products.
Driving sales growth through product expansion, REP business,
relationship building, and flawless customer experience.
Build, deepen, and sustain customer relationships:
Consultative and collaborative approach with customers, their sales
teams, and engineers.
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 trusted advisor; helping them to achieve
their KPI's.
Provide strong technical support to distributor and end-user
accounts
:
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:
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
:
Employ Sales Excellence processes 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:
Strong commercial and technical/mechanical aptitude.
Demonstrate understanding and ability to communicate technical
information.
Demonstrate ability to use tools/resources to improve efficiency,
handle customer needs, reduce costs.
Knowledge of lubrication methods and practices including performing
assessments and providing recommendations.
Knowledge of bearing failures and causes; providing hands-on
failure analysis and recommendation.
General industry knowledge with strong ability to communicate
technical details.
Effectively utilize SKF technology/tools - C4C, Illuminate,
Microsoft Suite, PTPlace, DeliveryData.net, SKFiOS, Android
Applications and Croesus.
Ability to answer technical questions utilizing published
information catalogs for bearings, seals and maintenance products
related, but not limited to:
Shaft and Housing Fits.
Basic maintenance recommendations.
Perform competitor product interchanges for catalog items.
Demonstrate strong technical aptitude, problem solving and
analytical skills.
Strong situational awareness; adept at managing complex
organizations and situations.
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 constantly learn new products, applications and
business models.
Willingness and ability to travel 50-70% of the time
domestically.
Key Competencies:
Ability to troubleshoot applications and articulate advanced
problems to Application Engineers as needed.
Ability to inspect bearings and conclude to scrap, reuse or
rework.
Ability to communicate effectively (verbal, written,
presentation).
Demonstrate self-management, time management, and process
management skills.
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 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.
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. Flexible work options available,
depending on role.
Diversity in the Workplace. SKF strives 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!
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.
Reports to: Regional Sales Director West Region
Location: US Remote/Los Angeles, CA
Job ID: 20815
SKF provides equal employment [and affirmative action]
opportunities to applicants and employees without regard to race,
color, religion, sex, sexual orientation, gender identity, national
origin, protected veteran status, or disability.
By applying to this job you acknowledge how SKF treats candidate
data. Click
HERE
to review the SKF Data Privacy Consent Statement.
Keywords: SKF, Oxnard , TERRITORY MANAGER, Executive , Los Angeles, California
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