Strategic Sales Manager

Strategic Sales Manager
Location: US Remote (Northeastern or West Coast USA)
About SKF:
SKF has been making the world spin since 1907!
SKF is an industry-leading manufacturer dedicated to a culture of belonging, where our people flourish in an equitable environment that promotes leadership development and career growth. SKF bearings played an integral role in helping Mars Rover collect rock and regolith samples on the planet's surface.
As an SKF team member, you will join 40,000 colleagues from more than 130 countries developing bearing technology and services that make rotation more reliable and sustainable. Sustainability is at the heart of everything we do. SKF aims to have net zero greenhouse gas emissions at all our production facilities by 2030 .
SKF products keep vehicles rolling, power the machines that put food on your table, and even reach into the cosmos as part of the Mars rover mission. Founded in Sweden in 1907, today SKF is publicly traded on the Nasdaq Stockholm with annual sales in 2020 of approximately $10 billion.
Summary:
The Strategic Sales Manager (SSM) is a critical field based, enterprise sales role representing SKF to large, strategic Original Equipment Manufacturers (OEMs) and is responsible for developing and implementing initiatives designed to improve our customer engagement and increase sales. This position will sell SKF products to OEMs in the semiconductor, medical robotics, and machine tool precision automation industries. The candidate selected for this position will be responsible for the ownership of daily sales activities for assigned customers who may have multiple facilities, regionally, and globally. These are customers who are generally leaders in their industry and have potential for significant growth with SKF.
We are looking for an individual with strong communication, alliance building, and solution creation skills, combined with an internal drive to outpace the hyper growth industries this person will be hired to target. An obsession with developing new opportunities to fill a pipeline and an organized focus on managing existing pipeline to close is necessary to be successful. This role will be held accountable for hunting to achieve continual pipeline growth and farming to reduce customer churn. This position will be responsible for deep penetration across the enterprise of existing customers and development of new customers in these targeted segments. As part of the sales process, the person in this position is expected to solicit the Voice of the Customer (VOC) to identify needs SKF can profitably provide solutions for and be capable of clearly articulating potential opportunities throughout the entire SKF organization in support of new product development and the strategic planning process.
The ideal candidate will be a motivated self-starter that possesses strong verbal and written communications. This would include a thorough knowledge of the SKF business processes supporting sales transactions both internally and externally. The selected candidate will be part of a high performing team that will include Strategic Account Managers, Application Engineering, Quality, Sales and Customer Solutions. This position reports to the National Director of Sales, General Industries.
Responsibilities Include but not Limited to:

• Carry out strong customer account management practices.
• Review, negotiate, execute, and manage customer agreements.
• Mitigate business risk associated with key customer inventory, forecasting, and open orders.
• Build, deepen and sustain customer relationships.
• Drive critical KPI's of customer scorecard
• Deliver consistent year-over-year sustainable profit growth within the assigned portfolio of business.
• Effective pipeline development and management; customer acquisition.
  • Drive a robust pipeline of projects that will lead to profitable and sustainable growth.
  • New Business acquisition through aggressive targeting, prospecting and sales techniques.
• Proactively obtain and leverage voice of the customer (VOC) information.
  • Routinely secure and share across the sales organization, voice of the customer (VOC) information.
  • Leverage VOC information to support new product development and current product line improvement.
• Maintain effective and strong business management practices.
  • Monitor and report the assigned portfolio's key metrics to include revenue and margin performance, project pipeline, forecast accuracy, customer scorecards, and competitive threats; develop corrective action plans as necessary to deliver business plan.
  • Support and participate in the Strategic Plan development by providing customer, competitor, and market trends information.
• Build and sustain strong internal partner relationships
  • Partner with cross-functional groups such as engineering, business development, quality, customer service, accounting, and demand chain in a way that delivers a world-class customer experience.
  • Work with product line and Business Development and Precision Automation Industry Manager to deliver a profitable and viable customer solution.

Requirements:

• Bachelor's Degree
• Minimum 5 years deep Enterprise Sales experience required
• In-depth knowledge of the semiconductor, medical robotics, and machine tool precision automation industries is necessary
• Proven track record of success and career progression within an enterprise level sales position is required
• Willingness and ability to travel 50-60% of the time domestically, typically be air
• Excellent communication, interpersonal, and organizational skills
• Must have top 10% communication skills in all formats, in person, phone, video, but especially in writing
• Ability to align priorities between SKF sales, SKF manufacturing, SKF product development and the customer
• Must be a high energy, motivated, competitive, and driven person
• Must be able to demonstrate an ability to work collaboratively and patiently within a very large global company to secure the focus of internal resources on your customer's requirements
• Demonstrate problem solving and performance analysis skills

Desired Attributes/Skills:

• Ability to influence others (negotiating skills, persuasiveness, and tenacity to follow up)
• Aggressive, competitive, relentlessly inquisitive, and entrepreneurial
• Comfortable providing product presentations via in person, phone, or web
• Clear communication skills in all formats (in person, video, phone, and (very importantly) in writing)
• Demonstrate understanding and ability to communicate technical information
• Proven ability to develop positive and lasting rapport with both internal and external customers at all levels of an organization
• Proven ability to influence cross-functional teams without formal authority
• Ability to manage your time efficiently, unsupervised and work from both a home office, company office, and on the road as necessary

What 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!
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 Director General Industries US
Location: US Remote (Northeastern or West Coast USA)
Job ID: 20897
SKF 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.
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