Territory Manager

Role Overview

• 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.
• 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.
• 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.
• 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.

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 a 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

Tech Stack

• Android

Benefits

• Enjoy a generous PTO policy and 13 paid holidays.
• SKF supports work/life integration, home, family, community, personal well-being and health.
• At SKF, we strive to embed Diversity, Equity and Inclusion in everything we do.
• 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!
• SKF offers STVS (Short Term Variable Salary) or Sales Incentive based on company performance and at the discretion of management.
• 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.