About this role
<p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'">About SKF</span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'"> </span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">SKF started its operations in India in 1923. Today, SKF provides industry leading automotive and industrial engineered solutions through its five technology-centric platforms: bearings and units, seals, mechatronics, lubrication solutions and services. Over the years the company has evolved from being a pioneer ball bearing manufacturing company to a knowledge-driven engineering company helping customers achieve sustainable and competitive business excellence.</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"> </p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">SKF's solutions provide sustainable ways for companies across the automotive and industrial sectors to achieve breakthroughs in friction reduction, energy efficiency, and equipment longevity and reliability. With a strong commitment to research-based innovation, SKF India offers customized value-added solutions that integrate all its five technology platforms.</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">To know more, please visit</span><span style="line-height:112%">: </span><a title="https://www.skf.com/" href="https://www.skf.com" target="_blank" rel="noopener"><em><span style="line-height:112%">www.skf.com</span></em></a><span style="text-decoration:underline"><em><span style="line-height:112%">/in</span></em></span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"> </p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'">About Industrial Markets</span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">The industrial market in India is a dynamic and rapidly evolving sector that plays a crucial role in a company’s economic growth, with the manufacturing sector being the most diverse and promising. Industrial customers aim to improve operational efficiency while prioritising quality, reliability, and value collaborations that demonstrate a commitment to customer satisfaction and address their evolving needs.</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">At SKF, we provide industry-leading engineering solutions and technologies to industrial market that consistently deliver reliability and efficiency in their day-to-day operations. We cater to a range of industrial sectors, including heavy industries, wind, metals, railways, and general machinery, and help customers achieve their key objectives, depending on their specific application needs and challenges around the machines and equipment.</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"> </p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'">SKF Purpose Statement</span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Together, we re-imagine rotation for a better tomorrow. </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">By creating intelligent and clean solutions for people and the planet</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"> </p> <p style="text-align:center;margin:0.0in;SKF Sans Office';line-height:112%"><strong><u><span style="line-height:112%;SKF Sans Office Medium'">JOB DESCRIPTION</span></u></strong></p> <p style="text-align:center;margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'"> </span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'">Position Title: </span></strong><span style="line-height:112%;SKF Sans Office Medium'">Key Accounts Manager – General Machinery & Agriculture </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'">Reports To:</span></strong><span style="line-height:112%;SKF Sans Office Medium'"> Key Accounts Manager – Direct Sales </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'">Role Type:</span></strong><span style="line-height:112%;SKF Sans Office Medium'"> Individual Contribution</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'">Location:</span></strong><span style="line-height:112%;SKF Sans Office Medium'"> Pune </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"> </p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'">Job Responsibilities </span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium'"> </span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Drive sustained profitable growth in the assigned key account and new accounts, aligned with organization strategy to ensure long term success in West & South Region </span></p> <p style="line-height:normal;margin:0.0in;SKF Sans Office'"> </p> <p style="line-height:150%;margin:0.0in;SKF Sans Office'"><strong><span style="line-height:150%;SKF Sans Office Medium'">Responsibilities</span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Drive SKF key account management process/tools to achieve annual growth & margin targets</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Build Key Account strategy (including forecast/plans) aligned to SKF’s strategy to achieve growth and profitability targets</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Acquire holistic understanding of key customers’ needs and map customer organization at all levels to get desired insights.</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Identify right opportunities with the customer account to develop and deliver value-based offers for a win-win outcome. </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Achieve revenue and profitability targets through OEMs in defined region / segment.</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Serve as a primary business contact for the customer and ensure high customer satisfaction.</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Prior experience/ knowledge of Industrial markets with experience in managing segments like gearboxes, hydraulics, pneumatics, hoses, agricultural & construction equipment.</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Customer visits: 50-60% travel required in assigned territory.</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Business development </span></p> <p style="line-height:normal;margin:0.0in;SKF Sans Office'"> </p> <p style="line-height:normal;margin:0.0in 0.0in 0.0in 0.5in;SKF Sans Office'"> </p> <p style="line-height:150%;margin:0.0in;SKF Sans Office'"><strong><span style="line-height:150%;SKF Sans Office Medium'">Metrics</span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Revenue & Margin Achievements</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Opportunities funnel and hit ratio achieved YOY </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">New Customers and Business. </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Account Receivables</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">RFQ generation for new business</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Increased share of business with existing customers </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Localization of products</span></p> <p style="margin:0.0in 0.0in 0.0in 0.25in;line-height:normal;SKF Sans Office'"> </p> <p style="line-height:150%;margin:0.0in;SKF Sans Office'"><strong><span style="line-height:150%;SKF Sans Office Medium'">Competencies</span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Business Acumen and Financial Knowledge</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Domain Knowledge (Product / Segment)</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Market and Customer Orientation</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Interpersonal relationships </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Negotiation Skills</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Stakeholder management</span></p> <p style="line-height:150%;margin:0.0in;SKF Sans Office'"><strong><span style="line-height:150%;SKF Sans Office Medium'">KPI </span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">RFQ generation for new business</span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Increased share of business with existing customers </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Localization of products</span></p> <p style="line-height:150%;margin:0.0in;SKF Sans Office'"> </p> <p style="line-height:150%;margin:0.0in;SKF Sans Office'"><strong><span style="line-height:150%;SKF Sans Office Medium'">Candidate Profile</span></strong></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Any graduation, preferably B.E./B. tech (mechanical) with 5-8 years of experience </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Experience –5 to 8 years of Sales / KAM experience into agriculture / farm division </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><span style="line-height:112%;SKF Sans Office Medium'">Location – Pune </span></p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"> </p> <p style="margin:0.0in;SKF Sans Office';line-height:112%"><strong><span style="line-height:112%;SKF Sans Office Medium';background-color:white">Interested candidates can share their resume to </span></strong><strong><u><span style="line-height:112%;SKF Sans Office Medium';background-color:white">[email protected]</span></u></strong></p>