Are you looking for a Job in Account Manager- Aftermarket Field then this post may be relevant to you.
Job Details:
Company name : SKF
Position Name : Account Manager- Aftermarket
Location: Scarborough
Job ID : 111e7833c9c51d62
Description : Job Summary
The Aftermarket Technical Sales role (West Montreal or Ottawa/Gatineau area preferred) 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 Manager, this highly technical role is responsible for securing SKF’s position with customers on new products and applications, ensuring the right customer experience and will function as the primary technical resource for distributor and end-users in a defined sales area.
Main 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, Rotating Equipment Performance (REP) business, relationship building and positive customer experience.
Build, deepen and sustain customer relationships
Recognized by customers as a trusted advisor
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 the customer experience
Recommend improved materials or machinery emphasizing the benefits of lower cost or increased production
Enhance, broaden, and deepen key customer relationships that ultimately leads to business growth through proactive, consistent customer connection
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, Subject Matter Expert (SME) support
Assess competitive share-shift opportunities and define/promote an SKF alternative
Proactively perform application reviews for new opportunities to discover and recommend the optimum SKF solution
Troubleshoot existing applications, perform visual analysis as part of a Root Cause Failure Analysis (RCFA) and define upgrade options
Effective and strong business management practices
Proactively document sales opportunities in our customer relationship tool, C4C, based sales funnel that aligned with SKF defined strategies of product expansion, REP offers 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
Strong customer account management practices
Successfully manage end user customers with opportunity-based sales plan designed to protect existing businesses, expand product sales, and drive REP business
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
Job Requirements
Bilingual in French and English, written and verbal at a commercial technical level.
Bachelor’s Degree (B.Eng preferred) or 3-5 years of 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
Perform competitor product interchanges for catalog items
Ability to succeed within SKF Sales Excellence process and insight selling knowledge
Provide training and hands-on demonstrations of bearings, seals, and maintenance products
Knowledge of lubrication methods and practices including performing assessments and providing recommendations
Knowledge of bearing failures and causes; providing hands-on failure analysis and recommendations
Ability to troubleshoot applications and articulate advanced problems to Application Engineers as needed
Ability to inspect bearings and conclude to scrap, reuse or rework
Strong situational awareness; adept at managing complex organizations and situations
Effectively utilize SKF technology/tools – C4C, Illuminate, Microsoft Suite, PTPlace, DeliveryData.net, SKFiOS, Android Applications and Coresus
Proficient knowledge in sales plan development/execution, funnel management, external/internal customer follow up
Strong 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 skills
Purposeful action taker with strong ability to make sound judgements and good business sense
Entrepreneurial spirit; self-motivated and driven to win
Eagerness to constantly learn new products, applications and business models
Willingness and ability to travel 40-50% of the time domestically
Key Competencies
Ability to communicate in both French and English effectively (verbal, written, presentation)
Demonstrate self-management, time management, and process management skills
Demonstrate strong technical aptitude, problem solving and analytical skills
Ability to influence others (negotiating skills, persuasiveness, and tenacity to follow up)
Demonstrate project management skills; adept to working with all levels of an organization
Ability to develop positive and lasting relationships with internal and external customers
Demonstrate understanding and ability to communicate technical information
Demonstrate sales skills (effective questioning, active listening, consultation)
Ability to prioritize technical support resources based on retention and/or customer growth value
Proficient knowledge of full SKF enterprise product offering.
Ability to identify opportunity; develop and execute winning strategy
Demonstrate ability to use tools/resources to improve efficiency, handle customer needs, reduce costs
About SKF:
SKF’s mission is to be the undisputed leader in the bearing business. SKF offers solutions around the rotating shaft, including bearings, seals, lubrication management, condition monitoring and maintenance services. SKF is represented in more than 130 countries and has around 17,000 distributor locations worldwide. Annual sales in 2020 were SEK 74 852 million and the number of employees was 40,963.
What You’ll Love About SKF:
Rest and Relaxation. Enjoy a robust vacation, statutory holidays as well as sick day policies!
Work/Life Balance. A possibility for flexibility and an opportunity for occasional remote work.
Health and Wellness Benefits. SKF cares about the wellbeing of our employees. We have a comprehensive Benefits Package.
Invest in your Future. SKF offers a Defined contribution plan opportunity to have up to 6% contribution matched (on base salary).
Much more! Growth opportunities, tuition reimbursement, employee assistance program, life insurance, and with so many benefits to working for SKF, we could not name them all!
EOE M/F/D/V
We are an equal opportunity employer and welcomes all applicants regardless of race, gender, orientation, sexual identity, economic class, ability, disability, age, religious beliefs, or status. We believe that different perspectives and backgrounds are what make a company flourish and we welcome you!
Reports to: Eastern Regional Manager
Location: Western Quebec, Abitibi Region, South Eastern Ontario
Job ID: 14185
To apply, please visit the website: https://skf-jobs.dzconnex.com/#/jobs
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