Corporate Account Manager - Heavy Industries: Mining, Mineral Processing and CementLocation: US Remote 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. Job Summary: The Corporate Account Manager (CAM) is accountable for successful implementation of the SKF sales growth strategy centered on Business Share and Cost of Goods Sold (COGS) with the assigned end user corporate account customers. Reporting to the Director of Heavy Industry this critical sales and leadership role is responsible for managing the corporate relationship with strategic end user customers with the objective of understanding their strategic direction, initiatives, KPIs and utilizing SKF products, services, and industry knowledge to assist in the achievement of those goals. In addition, the role requires alignment with the SKF SAMs responsible for the servicing distributors and the field sales team responsible for customer's mill/site locations. Essential Job Responsibilities:
- Development and implementation of a sustainable growth strategy in alignment with End User, Distributor and SKF goals and direction.
- Understand the KPI's, scorecards and pain points of assigned account base.
- Understand the customers organization and strategic objectives and measurements (KPIs).
- Develop and grow long-term relationships with customers senior, middle, and local management across all functions and disciplines.
- Utilize scorecards and other inputs to create and implement a strategy of continuous Customer Experience improvement.
- Protect and grow access to critical data elements and work proactively to automate exchange of such data.
- Drive cost savings execution, delivery and leveraging for business and share growth.
- Develop and grow key customer relationships through value creation and delivery that lead to business growth through proactive, consistent customer connection Build and lead an internal SKF support team that drives identified opportunities and programs.
- Lead local customer teams to focus efforts and activities on customer KPI impacting initiatives.
- Execute agreements with LCTs at the site/mill level.
- Lead the team's execution of current contractual agreements and prepare for negotiation and renewal.
- Support all SKF products and services including Services, Lubrication, Bearings, Seals, etc.
- Provide customer insights to the local customer teams at the field level with the expectation of creating connected initiatives.
Requirements:
- Bachelor's Degree; engineering, business, or industrial distribution.
- Minimum 10 years experience with end user customer sales interaction.
- Strong SKF or similar PT product knowledge with an industrial application and mechanical aptitude.
- Driven by sales and project management success and has a passion for winning.
- Proven ability to develop positive and lasting rapport with both internal and external customers at all levels of an organization.
- Proven ability to lead and influence cross-functional teams without formal authority.
- Thrives in a team environment.
- Excellent communication and interpersonal skills.
- General industry knowledge and technical sales skills.
- Persuasive presentation and negotiation skills.
- Embraces change in the name of efficiency and effectiveness.
- Demonstrated achievement in past commercial or technical roles.
- Self-motivated and execution focused with ability to meet deadlines.
- Proficient in Microsoft Office suite (word, excel).
- Willingness and ability to travel 50-60% of the time.
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. SKF strives 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: Director of Heavy IndustryLocation: US REMOTEJob ID: 20631 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.By applying to this job you acknowledge how SKF treats candidate data. Click HERE to review the SKF Data Privacy Consent Statement.