Regional Sales Manager - Canada

Canada

Regional Sales Manager

Location: Quebec Preferred, Ontario acceptable

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, made in Muskegon, 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.

Summary

As the Sales Director, you will be expected to prioritize activity based on territory demands focusing on growth through the highest supporting areas. You will provide updates daily/weekly reports utilizing the CRM System. You will have the opportunity to work with National Account and District Sales Managers within all channels of distribution promoting SKF full product portfolio. You will also participate in field sales calls, training, creating marketing programs and prospecting for new business. Most of this role is working the assigned accounts, must be able to work within a matrix of departments within SKF for additional indirect support required for growth activities. Training is both feature and benefit to distribution sales and technical to service personnel.

Sales Director Goals

• Possess an entrepreneurial spirit, someone who will take ownership of accounts assigned and drive their sales.
• Excels at closing sales opportunities and key business proposals, with strong focus on value-based selling.
• Grow, Develop, and maintain regular sales objectives with Key Distributors/Dealers/Stores/Fleets and Repair shops assigned in your territory.
• Create growth within the assigned territory by driving new distribution.
• Know your accounts/end users and develop goals and expectations that exceed customers and company objectives.
• Develop and implement annual strategies with the key accounts using the National Programs as a base and further developing those programs as required for profitable growth.
• Build teams & foster teamwork.
• The expectations are for growth and to achieve this goal it is expected over 80% of time should be spent on selling and motivating distribution personnel to sell SKF as their first choice.
• Maintain Fleet/End User expectations that are key as focused strategies are developed with assigned accounts.

This is your business/territory to run and must show the motivation and drive to grow this business.

Job Responsibilities Include, But Not Limited To

• Fleet changeovers.
• Pull SKF sales through distribution channels is key for success.
• Work within the customer’s marketing parameters to create and implement programs while managing promotional budgets.
• Emphasis on all accounts to have established goals and objectives set to drive new sales through the full line of SKF product offerings.
• Training is both feature and benefit to distribution sales and technical to service personnel.
• Actively engage with customers, internal team members, and senior business managers.
• Create, Implement, and promote:
• Provide training on wheel end adjustments as well as features and benefits to Fleets, Repair shops, Parts Counter and Sales personnel for all assigned accounts.
• Support National Fleet program initiatives.
• Operate within travel budget guidelines set by SKF and achieve annual sales goal.
• Work regularly with Key Distributors/Dealers/Fleets assigned, including all branches under each assigned account, as well as key fleets to maintain existing business.
• Expand product lines at existing business and grow new business.
• Provide technical training regarding all SKF product lines.
• Pull Automotive sales opportunities through traditional distributors or new channels.
• Maintenance and marketing activities.
• Pull fleet sales opportunities through Dealer/Distributor customers or new channels, while maintaining the key activities and opportunities in CRM on a daily/weekly basis.
• Maintain updated contact information and setting up new locations within the CRM system.
• National Account programs and promotions.
• Participate in related trade show activities throughout the industry as required at both the local and regional levels.
• Personal initiatives with the assigned accounts and customer channel promotions.

Requirements

• 5+ years of sales experience, preferably in the commercial vehicle market or automotive market, selling a tangible product thru distribution channels or other channels.
• Bachelor’s Degree preferred or equivalent work experience.
• Sales Team leadership experience with the ability to encourage and influence others.
• Travel requirement > 50%, depending on home location and key account activities.
• Familiar using a CRM system to maximize communication and efficiencies.
• Strong customer focus and drive to discover and meet the needs of customers through innovation and challenging the status quo.
• Proficiency in Microsoft Word, Excel, and PowerPoint
• French speaking preferred.

Attributes For Success

• Aggressive and positive disruption required to adapt to the changing landscape.
• Determined attitude to win and find cost effective and creative ways to earn the business.
• Easily develops a rapport with customers, team members, and all members at any level of management.
• Highly organized, analytical, and able to prioritize tasks, as well as pivot to other high urgent requests.
• Utilizes a collaborative approach to accomplish goals with your team.
• Customer-First Mentality.
• Confident relationship-building skills that are credible, convincing, persuasive, and creates trust.

What You’ll Love About SKF

Rest and Relaxation. Enjoy a robust vacation, statutory holidays as well as sick day policies!

Work/Life Balance. A possibility for flexibility and an opportunity for occasional remote work.

Health and Wellness Benefits. SKF cares about the wellbeing of our employees. We have a comprehensive Benefits Package.

Invest in your Future. SKF offers a Defined contribution plan opportunity to have up to 6% contribution matched (on base salary).

Much more! Growth opportunities, tuition reimbursement, employee assistance program, life insurance, and with so many benefits to working for SKF, we could not name them all!

Reports to: Director of Automotive Sales

Location: Quebec Preferred, Ontario acceptable

Job ID: 18393

Pay $83000 to $100000 per year

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.

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