Corporate Account Manager Heavy Mining, Mineral Processing, and Cement

$110,000 - $132,000/Yr

Skf USA - Blue Bell, PA

Full-time - Mid Level

Remote - Blue Bell, PA

10,001+ employees

Fabricated Metal Product Manufacturing

About the position

The Corporate Account Manager (CAM) at SKF is a pivotal role responsible for the successful implementation of the company's sales growth strategy, particularly focused on Business Share and Cost of Goods Sold (COGS) with assigned end-user corporate account customers. This position is remote and reports directly to the Director of Heavy Industry. The CAM will manage corporate relationships with strategic end-user customers, aiming to understand their strategic direction, initiatives, and key performance indicators (KPIs). By leveraging SKF's products, services, and industry knowledge, the CAM will assist customers in achieving their goals while aligning with SKF's Sales Account Managers (SAMs) and field sales teams to ensure comprehensive service delivery. In this role, the CAM will be tasked with developing and implementing a sustainable growth strategy that aligns with the goals of end users, distributors, and SKF. A deep understanding of the assigned account base's KPIs, scorecards, and pain points is essential. The CAM will cultivate long-term relationships with customers at all levels of their organization, from senior management to local teams, ensuring a consistent and proactive approach to customer engagement. The role also involves utilizing scorecards and other data inputs to drive continuous improvement in customer experience, protecting and automating access to critical data elements, and executing cost-saving initiatives that contribute to business growth. The CAM will lead an internal SKF support team to drive identified opportunities and programs, focusing local customer teams on initiatives that impact customer KPIs. This includes executing agreements at the site or mill level, managing current contractual agreements, and preparing for negotiations and renewals. The CAM will support all SKF products and services, including lubrication, bearings, and seals, while providing valuable customer insights to local teams to foster connected initiatives.

Responsibilities

• Develop and implement 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 in 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.

Benefits

• Generous PTO policy and 13 paid holidays.
• Flexible work options available, depending on role.
• Comprehensive healthcare options to fit your needs and opt out payment.
• Company paid life insurance, STD, LTD.
• Supplemental benefits including critical illness coverage, tuition reimbursement, employee discount programs.
• 401K program with a 10% employer contribution: 100% match up to 5% of your elected contribution (100% Vested)