Territory Manager

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Requisition

Job Category:
Sales & Customer Service

Contract type:
Permanent

Location:

Blue Bell, PA, US

Salary Range: $  to $

Position Summary

The Aftermarket Territory Manager role is accountable for consistent and sustainable sales growth; engaging SKF Authorized Distributors, Channel Partners and End Users with a focus deepening and expanding the customer relationship.

Reporting to a Regional Sales Director, this highly technical 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 technical resource for distributors and end-users in a defined sales territory.

Sales territory geography includes Dallas, North Texas, Texas Panhandle and Oklahoma. Subject to future adjustments based on business needs. Ideal candidate is in or around the greater Dallas area.

Key Responsibilities

• Deliver consistent year-over-year sustainable profit growth within the assigned portfolio of business
  • Short and long-term strategic goals are met through actively managing daily engagement of SKF Authorized Distributors, Channel Partners and end-users, driving sales growth through product expansion, relationship building and 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 relations
  • 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 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
  • Recognized and motivated as the preferred technical partner for distributors and end-user customers in a defined sales area
  • 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
  • Proactively document sales opportunities in C4C based sales funnel that align with SKF defined strategies of product expansion and existing customer account management.
  • Actively manage 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 execute cross-functional go-to-market (GTM) strategy with internal and external stakeholders
• Successfully manage end customers with opportunity-based sales plan designed to protect existing businesses and expand product sales.
• Employ 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

Qualifications

• Bachelor’s Degree or equivalent industry experience
• Strong commercial and technical/mechanical aptitude
• General industry knowledge with 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 ability to learn is a requirement
• Perform competitor product interchanges for catalog item
• Provide training and hands‑on demonstrations of bearings, seals, and maintenance products
• Knowledge of lubrication methods and practices…