Global Key Account Manager

Job Description

Job Description

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.

Wereguided 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.

Werea company committed to a culture of belonging, where all our people are encouraged to be themselves and grow their careers inan equitableenvironment.

Learn about SKF at

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:

1. 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

1. 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 SKFs 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
• Generateandconvertcustomerleadsinto opportunitiesand document them inthe SKF(CRM) Customer relationship management system
• Conduct market analysis to identify insights for potential customersandprioritizeby industryand probability
• Classify opportunities byindustry,segment, customer,assetsand key needsand 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 managementbyparticipating 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 byrequireddeadlines
• Assist management in preparing annual salesbudgets,strategicbusiness plansand annual marketing objectives to ensure thelong-termdirection for SKF Sealing Solutions is aligned with overall SKF strategic planning

CRM SYSTEM(Customer relationship management system. Currently utilizing SAP C4C)

• Comply withSKF CRM policies and procedures including, but not limited to:
  • KeepingtheCRM database up to dateincluding details of existing customers and potential customers
  • Establishingand maintainingaccurate and up to date client records
  • Define call plans(managingopportunities, settingcustomer priorities, documentingcustomer 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:

• • 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 bachelors degree in Engineering or Business or equivalent work experience
• Minimum of 5 years of experience with direct customer/sales interaction
• Valid and clean Drivers 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