Global Key Account Manager

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Requisition

Job Category:
Sales & Customer Service

Contract type:
Permanent

Location:

Blue Bell, PA, US

Global Key Account Manager

Location:

US Remote

Salary Range: $  to $

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'rea company committed to a culture of belonging, where all our people are encouraged to be themselves and grow their careers inan equitable environment.

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
• 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…