About this role
Job title: Territory Manager
About the Role The Aftermarket Territory Manager is accountable for delivering consistent, sustainable, and profitable sales growth by actively creating incremental demand through new business development and competitive share gain. This highly technical role requires a hunter mentality to identify, pursue, and win new opportunities across the territory, engaging SKF Authorized Distributors, Channel Partners, and End Users to win new applications and convert competitive positions to SKF solutions while expanding wallet share within existing accounts.
What You'll Do
- Deliver consistent year-over-year sustainable profit growth within the assigned portfolio of business
- Actively manage daily engagements with SKF Authorized Distributors, Channel Partners and end users to drive incremental sales growth through new account penetration, new application wins, competitive conversions, and expansion within existing accounts, supported by relationship building and flawless customer experience
- Build, deepen and sustain customer relationships; uncover unmet needs, qualify opportunities, and position SKF to take share from incumbents through proactive customer connections
- Use a consultative and collaborative approach with customers, their sales teams and engineers to understand requirements, assess equipment needs and determine system requirements to provide sales support while enhancing the customer experience
- Recommend improved materials or machinery emphasizing benefits of lower cost or increased production
- Be recognized by customers as a trusted advisor; help them achieve their KPIs
- Provide strong technical support to distributor and end-user accounts; be the preferred technical partner in the defined sales area
- Provide technical support for basic/intermediate questions; rely on Application Engineers for higher-level, SME support
- Proactively perform application reviews for new opportunities to discover and recommend SKF solutions; troubleshoot existing applications and define upgrade options
- Assess competitive share-shift opportunities and define/promote SKF alternatives; proactively identify, qualify, and document new business opportunities in the sales funnel aligned to SKF growth strategies
- Actively manage the funnel with disciplined cadence to convert prospects into won business while protecting and expanding existing share
- Maintain and establish technical contacts to generate opportunities in the defined sales area; develop and execute cross-functional go-to-market strategy