Territory Manager

Territory ManagerLocation: US Remote - Dallas, TXSalary Range: $ 123,000.00 to $ 139,000.00About 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're a company committed to a culture of belonging, where all our people are encouraged to be themselves and grow their careers in an equitable environment.Learn about SKF at www.skf.com.Position SummaryThe 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 relationshipsEnhance, broaden, and deepen key customer relationships that ultimately lead to business growth through proactive, consistent customer relationsConsultative 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 experienceRecommend improved materials or machinery emphasizing the benefits of lower cost or increased productionRecognized by customers as trusted advisor; helping them to achieve their KPI'sProvide strong technical support to distributor and end-user accountsRecognized and motivated as the preferred technical partner for distributors and end-user customers in a defined sales areaFully proficient in providing technical support surrounding basic/intermediate level questions; relying on Application Engineers for higher-level, SME supportProactively perform application reviews for new opportunities to discover and recommend the optimum SKF solutionTroubleshoot existing applications, perform visual analysis as part of an RCFA and define upgrade optionsAssess competitive share-shift opportunities and define/promote an SKF alternativeEffective and strong business management practicesProactively 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 businessMaintain and establish technical contacts to generate opportunities in the defined sales areaDevelops and execute cross-functional go-to-market (GTM) strategy with internal and external stakeholdersStrong customer account management practicesSuccessfully 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 funnelPlan and modify products to meet customer needsSecure growth and retention orders; ensure timely deliveryQualificationsBachelor's Degree or equivalent industry experienceStrong commercial and technical/mechanical aptitudeGeneral industry knowledge with strong ability to communicate technical detailsAbility to answer technical questions utilizing published information catalogs for bearings, seals and maintenance products related, but not limited to:Nomenclature and design featuresShaft and Housing FitsBasic maintenance recommendationsStrong technical acumen and ability to learn is a requirementPerform competitor product interchanges for catalog itemProvide training and hands-on demonstrations of bearings, seals, and maintenance productsKnowledge of lubrication methods and practices including performing assessments and providing recommendationsKnowledge of bearing failures and causes; providing hands-on failure analysis and recommendationsAbility to troubleshoot applications and articulate advanced problems to Application Engineers as neededAbility to inspect bearings and conclude to scrap, reuse or reworkStrong situational awareness; adept at managing complex organizations and situationsEffectively utilize SKF technology/tools - Illuminate, Microsoft Suite, PTPlace, DeliveryData.net, SKFiOS, Android Applications and CroesusProficient knowledge in sales plan development/execution, funnel management, external/internal customer follow upStrong 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 skillsPurposeful action taker with strong ability to make sound judgements and good business senseEntrepreneurial spirit; self-motivated and driven to winEagerness to look for new opportunities and expand the business - hunter mentalityEagerness to constantly learn new products, applications and business modelsWillingness and ability to travel 60-75% of the time within the sales territory including overnight staysKey CompetenciesAbility to communicate effectively (verbal, written, presentation)Demonstrate self-management, time management, and process management skillsDemonstrate strong technical aptitude, problem solving and analytical skillsDemonstrate knowledge and understanding of bearings, seals and corresponding applicationsDemonstrate strong understanding of rotating equipment and related applicationsAbility to influence others (negotiating skills, persuasiveness, and tenacity to follow up)Demonstrate project management skills; adept to working with all levels of an organizationAbility to develop positive and lasting relationships with internal and external customersDemonstrate understanding and ability to communicate technical informationDemonstrate sales skills (effective questioning, active listening, consultation)Ability to prioritize technical support resources based on retention and/or customer growth valueProficient knowledge of full SKF enterprise product offering;Ability to identify opportunity; develop and execute winning strategyDemonstrate ability to use tools/resources to improve efficiency, handle customer needs, reduce costsAbility to present technical training and hold discussions in front of groups of peopleTravel Requirements* 75% of travel* This is a Road Warrior position, extensive travel is requiredWhat 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.?At SKF, we strive 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!Bonus. SKF offers STVS (Short Term Variable Salary) or Sales Incentive based on company performance and at the discretion of management.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: Sales DirectorLocation: US RemoteJob ID: 24227SKF 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.