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SKF Aftermarket Regional Sales Director - South Region

Requisition ID:  9646
Category:  Sales & Commercial Support
Career level:  Professional
Contract type:  Permanent

SKF Aftermarket Regional Sales Director – South Region



Location: South Aftermarket Sales Region - USA

Reporting to: VP Aftermarket Sales



Job Description:


Implement the SKF growth and retention sales strategy, within own area of responsibility. To provide leadership, culture change and management of sales team to drive opportunities to effectively deliver customer value for sustained profitable growth. To manage the daily relationship with distribution management and strategic account management within region to drive sales growth of SKF product, solutions and services to meet sales targets and improving customer experience. 

Key Accountabilities:

  • Manage relationships and engage with distribution management and lead sales team to develop and successfully implement opportunity-based territory management to increase sales revenue.
  • Meet or exceed sales targets in line with the SKF Industrial Market strategic direction of SKF’s Aftermarket business unit.
  • Manage implementation and adherence of SKF sales team to the defined sales process. 
  • Adopt strategic plan from SKF Industrial Market and compliment local knowledge to guide sales team to develop individual territory plans to achieve sales targets.
  • Maintain knowledge of SKF’s current product offerings and new product offerings. 
  • Strengthen area & regional distributor management relationships and develop further long-term commercial and technical relationships within the region and account base.
  • Maintain awareness of new opportunities and areas instrumental in driving sales growth.
  • Engage/participate in multi-functional teams as required to move opportunities forward specifically around Rotation Equipment Performance (REP) target customers.
  • Responsible for sales team’s effectiveness managing a sales funnel utilizing a CRM tool.  RSD is expected to roll up sales funnel at regional level to meet or exceed annual sales target within their region of responsibility.
  • Develop and implement territory planning sales process utilizing Sales tools such as Illuminate, C4C and CAT. 
  • Responsible for driving and documentation around value-added (DSP) provided to customers within the region of responsibility.
  • Analyze sales data to determine most efficient utilization of time and resources.
  • Frequent meetings and communication with distributor to address concerns and provide solutions, including but not limited to COGS, Price Adjustments, Visits, Opportunities, and Documented Savings.
  • Develop and implement effective sales strategies and opportunity identification in conjunction with distributor management where strategic for SKF.
  • Encourage utilization of Sales Excellence techniques among sales team including insight messaging, RAC Talks, Observation Meetings, and PATA.
  • Assess sales performance according to KPI’s.
  • Monitor and report on competitive activity within assigned region.
  • Finding ways to improve efficiency and sales operations that maximizes selling time and minimizes expenses.
  • Define and implement sales strategy incorporating a clear and effective Sales Optimization process.
  • Provide continual feedback to team on strategic direction, roles and responsibilities, expectations with updates on team and individual performance.
  • Prepare and submit appropriate reports to VP Sales in a timely manner.
  • Other duties as assigned.


Key Attributes:

  • Strong entrepreneurial spirit
  • Driver / self-starter 
  • Time management & regional planning skills
  • Purposeful action taker / high achiever
  • Strong leadership skills
  • Adept at managing complexed organizations & situations / situational awareness
  • Strong leadership skills and ability to influence others
  • Insight selling knowledge & ability to utilize & implement
  • General industry knowledge and technical sales skills
  • Proficient in MS Word and Excel
  • Mechanical aptitude
  • Ability to lead or work within multi-functional team


Job Requirements:

  • A minimum of a bachelor’s degree in engineering, Business or Industrial Distribution.
  • Strong SKF or similar PT product knowledge, as well as industrial application aptitude.
  • Minimum of 5 years’ experience with customer sales interaction.
  • Self-motivated and execution focused with an ability to meet deadlines.
  • Enjoy working in a team environment without losing focus on target achievement.
  • Experience in sales, project management, and sales leadership preferred.
  • Excellent communication, interpersonal and presentation skills.
  • Demonstrated achievement in past commercial or technical roles.
  • Must be willing to travel at least 50-65% of the time or as customer/sales team needs dictate.


Job Compensation and SKF grade:  

To be determined.


Applications accepted from 5/20/2020 to 6/01/2020



What You’ll Love About SKF:

Rest and Relaxation. Enjoy a robust PTO policy and 13 paid holidays!


Work/Life Balance. A possibility for flexibility and to work remote


Health and Wellness Benefits.  SKF cares about the wellbeing of our employees. Many options for best in class medical and dental plans to fit your needs; a wellness plan that includes biometric screening and health risk assessment for you and your spouse and incentives for healthy living!


Invest in your Future. SKF offers amazing retirement options! You can participate in our 401K program immediately.


Much more! Growth opportunities, tuition reimbursement, voluntary critical illness coverage, voluntary legal plan, employee assistance program, life insurance, vehicle discount programs, mobile phone discounts, and with so many benefits to working for SKF, we could not name them all!


Equal Opportunity Employer/Disable/Veterans


This position is NOT open for International Assignment and only open to permanent U.S. residents.


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 SEK is around 85 billion and the number of employees ca 45,000.

Nearest Major Market: Philadelphia