Corporate Account Manager Heavy Mining, Mineral Processing, and Cement

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 SKF sales growth strategy, focusing on Business Share and Cost of Goods Sold (COGS) with assigned end user corporate account customers. This position reports directly to the Director of Heavy Industry and is critical in managing corporate relationships with strategic end user customers. The CAM's primary objective is to understand the strategic direction, initiatives, and key performance indicators (KPIs) of these customers, leveraging SKF's products, services, and industry expertise to assist in achieving their goals. In this role, the CAM will develop and implement a sustainable growth strategy that aligns with the goals of the end user, distributor, 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 senior, middle, and local management across various functions and disciplines within the customer organizations. By utilizing scorecards and other inputs, the CAM will create and implement strategies aimed at continuous improvement of the customer experience. Additionally, the CAM will be responsible for protecting and growing access to critical data elements, proactively working to automate the exchange of such data. The role involves driving cost savings execution and leveraging these for business and share growth. The CAM will also build and lead an internal SKF support team to drive identified opportunities and programs, focusing local customer teams on initiatives that impact customer KPIs. The execution of agreements with local customer teams at the site or mill level is also a key responsibility, along with leading the team's execution of current contractual agreements and preparing for negotiations and renewals. The CAM will support all SKF products and services, including lubrication, bearings, seals, and more, while providing 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 include critical illness coverage, tuition reimbursement, employee discount programs, and much more!
• 401K program with a 10% employer contribution: 100% match up to 5% of your elected contribution (100% Vested)