Global Key Account Manager

This is a fully remote position, open to applicants in Pennsylvania.

📋 Description

• Enhance the market share of SKF Sealing Solutions while profitably expanding SKF Value Propositions in designated areas.

• Oversee assigned customers and formulate key account and individual sales strategies.

• Innovate new business models and initiatives.

• Meet or surpass sales objectives and KPIs for specified customers and segments.

• Analyze Sealing Solutions product sales to aid in inventory planning and modifications.

• Advocate for SKF Sealing Solutions products at selected client accounts.

• Cultivate customer relationships, serving as the SKF customer liaison and representative.

• Collaborate with Engineering, Customer Service, Sales Operations, Manufacturing, Marketing, and Sales Managers to meet customer needs and uncover opportunities.

• Negotiate corporate contracts and guide internal sales teams through corporate negotiation processes.

• Develop long-term growth strategies for assigned accounts and coordinate sales and marketing initiatives.

• Ensure customer satisfaction, drive business growth, and follow up on business opportunities.

• Maintain profitability and sales performance in line with agreed targets.

• Organize benchmarking and cross-fertilization initiatives.

• Enhance customer knowledge and commercial insights.

• Create new concepts and offerings within SKF Sealing Solutions.

• Identify, target, and engage with account decision-makers; prepare and conduct stakeholder presentations and negotiations.

• Generate and convert customer leads into opportunities, documenting them in SKF CRM.

• Conduct market analyses and categorize opportunities by industry, segment, customer, assets, needs, and drivers.

• Manage the sales opportunity funnel in CRM and utilize aligned digital sales tools such as MS Teams.

• Communicate sales activities and outcomes through RACC discussions.

• Prepare monthly management reports detailing new business, activities, opportunities, and targets.

• Assist in developing annual sales budgets, strategic business plans, and marketing objectives.

• Keep accurate CRM records for customers and prospects, including call plans and sales funnel progress.

• Adhere to SKF EHS, quality management, business process, legal, professional standards, and Code of Conduct requirements.

• Participate in EHS training and report any accidents, incidents, hazards, or faulty equipment.

• Maintain a tidy and professional office environment and, if applicable, a company vehicle.

• Undertake miscellaneous duties as needed.

⛳️ Requirements

• A minimum of a bachelor's degree in Engineering or Business, or equivalent work experience.

• At least 5 years of experience involving direct customer/sales interaction.

• A minimum of five years’ experience in a similar position.

• A valid and clean Driver’s License may be necessary for travel purposes.

• Willingness to travel at least 50% of the time or as dictated by customer/SKF requirements.

• Dynamic communication skills in English through email, phone, virtual meetings, in-person meetings, and demonstrations.

• Strong leadership abilities and business acumen.

• Self-motivated and focused on execution with a capacity to meet or exceed deadlines.

• Exceptional communication, interpersonal, and presentation skills.

• Strong networking capabilities.

• Experience in the automotive and/or industrial OEM sectors is advantageous.

• Proven success in previous commercial or technical roles.

• Strong mechanical aptitude and understanding of maintenance practices.

• Proficiency in project management and tools for sales funnel management.

• Advanced skills in Office 365, including PowerPoint, Excel, SharePoint, OneDrive, and Power BI.

• Experience in developing strategies to gain new market share while retaining existing market share.

• Experience negotiating with senior management or corporate executives for strategic long-term agreements.

• Understanding of SKF's channels to market (OEM, Distributor Partners, direct End User) and experience achieving results within at least one.

• Strong comprehension of, or aptitude and eagerness to embrace, SKF Sealing Solutions offerings and other SKF products.

• Positive experience in managing the sales funnel.

• Strong familiarity with SKF sales excellence and insight selling methodologies.

🏝️ Benefits

• Generous PTO policy.

• 13 paid holidays.

• Comprehensive healthcare options.

• Opt-out payment.

• Company-paid life insurance.

• Short-term disability (STD).

• Long-term disability (LTD).

• Critical illness coverage.

• Tuition reimbursement.

• Employee discount programs.

• STVS (Short Term Variable Salary) or sales incentive based on company performance and at management's discretion.

• 401(k) program with a 10% employer contribution: 100% match up to 5% of elected contribution, fully vested, plus an additional 5% company contribution.

• Support for work/life integration.

• A commitment to a diverse, equitable, and inclusive environment.