Senior Director of Sales

The Senior Director of Sales at SKF is responsible for leading and expanding the Heavy-Duty Business in North America. This includes developing and implementing strategic business plans, inspiring and managing a high-performing remote sales team, building relationships with key customers, and identifying market trends to position SKF as a leading solution provider. This vital role also involves prioritizing, forecasting, and budgeting while collaborating with various cross-functional teams to align sales initiatives with overall business goals.

To qualify for the Senior Director of Sales at SKF, candidates should possess a minimum of 10 years of experience within the Heavy-Duty Aftermarket business, with at least five years in a senior commercial role. An ideal candidate would also have a business or engineering bachelor's degree, exceptional communication and negotiation skills, and a proven ability to meet or exceed sales targets while managing high-performing teams. Strategic thinking and adaptability are also essential in this fast-paced environment.

At SKF, the work culture for the Senior Director of Sales is centered around collaboration, innovation, and belonging. The company emphasizes diversity, equity, and inclusion, ensuring that all employees can thrive and contribute to their fullest potential. SKF promotes work/life integration and provides flexible work options, allowing employees to balance their personal and professional lives effectively. The culture supports continuous development and encourages employees to be their authentic selves.

Key performance indicators for the Senior Director of Sales at SKF include achieving sales targets, growing market share in the Heavy-Duty segment, and building and nurturing strong relationships with customers and business partners. The role also involves monitoring and analyzing sales performance metrics, leading team development efforts, and ensuring successful cross-functional collaboration to meet business objectives.

SKF is dedicated to the professional growth of its employees, including the Senior Director of Sales role. The company provides comprehensive training programs, mentorship opportunities, and resources for continuous learning and development. With a culture that encourages curiosity and innovation, employees are supported in advancing their careers and achieving their personal and professional goals.

To lead a remote sales team effectively, it's crucial to establish clear communication channels and foster a collaborative environment. Utilizing technology for regular check-ins, setting measurable goals, and encouraging team feedback can help maintain engagement. Offering recognition for achievements and providing necessary resources for training and development also play key roles in ensuring the team is motivated and high-performing.

Creating a strategic business plan for the Heavy-Duty Market begins with thorough market research to identify trends, customer needs, and competitive analysis. Setting clear objectives, aligning them with SKF’s overall mission, and developing actionable strategies to reach these goals is essential. Engaging cross-functional teams to contribute their expertise can enhance the plan's effectiveness and ensure all aspects of the business are aligned.

In my previous role, I managed to exceed our sales targets by 30% in one quarter through strategic initiatives such as enhancing customer relations and implementing a targeted marketing strategy. By analyzing previous performance data, I identified key areas of opportunity and focused our efforts on those customer segments, ultimately leading to increased sales and a more robust customer connection.

Handling conflicts within a sales team involves open communication and a focus on resolution rather than blame. I encourage team members to express their viewpoints and facilitate discussions to find common ground. Implementing team-building activities and reinforcing a collaborative culture can minimize future conflicts and foster a healthier working environment.

When building relationships with key clients, I focus on understanding their specific needs and challenges. Establishing trust through transparent communication and consistently delivering value is vital. Following up regularly, soliciting feedback, and being responsive to their inquiries helps reinforce the partnership and enables the identification of new opportunities for collaboration.

For forecasting sales, I prefer a combination of historical data analysis and market trend forecasting. Utilizing advanced sales performance tools and statistical methods allows for more accurate predictions. It's crucial to factor in variability such as seasonality and economic indicators while continuously monitoring the outputs and refining the approach based on real-time data and insights.

To inspire motivation in my sales team, I set clear and achievable goals, recognizing accomplishments both big and small. Creating an inclusive environment where team members feel valued and heard is essential. I also advocate for professional development, encouraging team members to pursue skills enhancement that aligns with their interests and career aspirations.

An example of adapting to market changes could be when a sudden drop in demand for heavy-duty vehicles occurred. I led the team to pivot our focus towards alternative industries that were seeing growth, such as electric vehicle components. By realigning our sales strategy and ensuring our product offerings remained relevant to the changing market, we effectively safeguarded our market position.

Effective negotiation techniques involve active listening, understanding the client's needs, and applying a collaborative approach. I focus on identifying mutual benefits and value propositions; this often leads to successful outcomes. Preparing thoroughly ahead of negotiations and anticipating objections allows me to address concerns proactively and create agreements that satisfy both parties.

Data analysis is pivotal to my sales strategy as it provides insight into customer behavior, market trends, and sales performance. By analyzing data, I can identify successful tactics, make informed decisions for future initiatives, and develop strategies tailored to customer segments. Leveraging data ensures that our approach remains dynamic and responsive to the market landscape.