Territory Manager

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

📋 Description

• This technical and proactive role is designed for individuals who excel in identifying and acquiring new business opportunities, ensuring SKF’s market position across innovative products and applications, while providing an exceptional customer experience.

• The position acts as the main technical resource for distributors and end users within the designated territory.

• The Aftermarket Territory Manager is tasked with driving steady and sustainable sales growth by actively engaging with SKF Authorized Distributors, Channel Partners, and End Users, aiming to enhance and strengthen customer relationships.

• This role reports directly to a Regional Sales Director.

• The sales territory encompasses Dallas, North Texas, the Texas Panhandle, and Oklahoma.

• Achieve consistent year-over-year sustainable profit growth within the designated business portfolio.

• Short-term and long-term strategic objectives are accomplished by actively managing daily interactions with SKF Authorized Distributors, Channel Partners, and end-users, facilitating sales growth through product diversification, relationship-building, and an impeccable customer experience.

• Cultivate, enhance, and maintain customer relationships.

• Broaden and intensify key customer relationships to drive business growth through proactive and consistent customer engagement.

• Utilize a consultative and collaborative approach with customers, sales teams, and engineers to accurately assess customer needs, evaluate equipment requirements, and provide sales support that enhances the customer experience.

• Suggest improved materials or machinery, highlighting the advantages of reduced costs or increased production efficiency.

• Offer robust technical support to both distributor and end-user accounts.

• Proactively conduct application reviews to identify new opportunities and recommend the ideal SKF solution.

• Diagnose existing applications, perform visual analyses as part of a Root Cause Failure Analysis (RCFA), and define upgrade options.

• Evaluate opportunities for competitive share-shift and promote SKF alternatives.

• Consistently document sales opportunities in the C4C-based sales funnel that align with SKF's strategic focus on product expansion and customer account management.

• Establish and maintain technical contacts to generate opportunities within the defined sales area.

• Develop and implement a cross-functional go-to-market (GTM) strategy in collaboration with internal and external stakeholders.

• Exhibit strong customer account management practices.

• Successfully manage end customers with an opportunity-based sales strategy designed to safeguard existing business and boost product sales.

• Utilize the Sales Excellence process in developing offers and presenting insights to navigate opportunities through the sales funnel.

• Strategically plan and adapt products to satisfy customer needs.

• Secure growth and retention orders while ensuring timely product delivery.

⛳️ Requirements

• Bachelor’s Degree or equivalent experience in the industry.

• Strong commercial acumen combined with technical and mechanical understanding.

• General industry knowledge with a strong ability to convey technical details.

• Capability to address technical inquiries using published information catalogs for bearings, seals, and maintenance products, covering aspects like nomenclature, design features, shaft and housing fits, and basic maintenance recommendations.

• A strong technical aptitude and a willingness to learn are essential.

• Conduct competitor product interchanges for catalog items.

• Provide training and practical demonstrations of bearings, seals, and maintenance products.

• Familiarity with lubrication methods and practices, including assessments and recommendations.

• Understanding of bearing failures and their causes, along with the ability to perform hands-on failure analysis and provide recommendations.

• Ability to troubleshoot applications and effectively communicate advanced issues to Application Engineers when necessary.

• Skill in inspecting bearings to determine whether they should be scrapped, reused, or reworked.

• Strong situational awareness and adeptness in managing complex organizations and scenarios.

• Proficient in utilizing SKF technology and tools, including Illuminate, Microsoft Suite, PTPlace, DeliveryData.net, SKFiOS, Android Applications, and Croesus.

• Solid knowledge in sales plan development and execution, funnel management, and customer follow-up (both internal and external).

• Comprehensive understanding of distributor management, including profit and loss statements, margins and markups, competitive rebates, returns, shipping and logistics, terms and conditions, and digital transactions (EDI, PTPlace, portals, etc.).

• Exceptional organizational, time management, and sales planning abilities.

• Proactive decision-maker with sound judgment and strong business acumen.

• An entrepreneurial mindset; self-driven and motivated to succeed.

• Eager to seek out new opportunities and grow the business—exhibiting a hunter mentality.

• Willingness to continually learn about new products, applications, and business models.

• Availability and willingness to travel 60-75% of the time within the sales territory, including overnight stays.

🏝️ Benefits

• Enjoy a generous PTO policy and 13 paid holidays.

• SKF promotes work/life balance, emphasizing home, family, community, personal well-being, and health.

• Flexible work arrangements are available, depending on the role.

• Comprehensive healthcare options to meet your needs, along with opt-out payment options.

• Additional benefits include company-paid life insurance, short-term disability (STD), and long-term disability (LTD).

• Supplemental benefits encompass critical illness coverage, tuition reimbursement, employee discount programs, and much more!

• SKF offers Short Term Variable Salary (STVS) or Sales Incentives based on company performance and at management's discretion.

• Participate in our 401K program featuring a 10% employer contribution: 100% match up to 5% of your elected contribution (100% vested) plus an additional 5% company contribution.