BD Specialist - Mining

• 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.
• 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.

• Build Key Account strategy (including forecast/plans) aligned to SKF s strategy to achieve growth and profitability targets
• Drive SKF key account management process/tools to achieve annual growth & margin targets
• Acquire holistic understanding of key customers needs and map customer organization at all levels to get desired insights.
• Identify right opportunities with the customer account to develop and deliver value-based offers for a win-win outcome.
• Achieve revenue and profitability targets through OEMs and the distribution network in defined region / segment.
• Ensure seamless connect between consultants, actual user and original equipment manufacturers.
• Promote knowledge sharing across regions with the customer & distribution segment team by organizing regular meetings, knowledge exchange sessions, and achieving business outcomes by integrating & developing processes that meet business needs in line with SKF strategic framework
• Driving & deploying New Technologies (anchoring and driving in region) - Keeping accountability end to end of Technology. Accelerate Technology projects according to customer expectation and SKF business case
• To handle customer complaints and collect customer voice. Proactively drive new and innovative ideas for improving and simplifying existing processes and efficiency optimization.
• Provide Value Added Service solution according to customer s specific requirements, deep dive the root cause to provide better solution which may exceed customer s expectation;
• Ensure Customer Satisfaction Index Survey with respective segment customers & initiate improvement action plan
• Ensure Quality Process compliance and review at regular intervals
• Manage few large/strategic accounts independently
• Ensure continuous development and improvement of team members using Manage, Lead and Coach styles. Demonstrate PAT behaviors and create a culture of PAT within their team.
• Improve customer experience using various digital, automated and innovative solutions.

Skill Set

• Business Acumen and Financial Knowledge
• Domain Knowledge (Product / Segment)
• Market and Customer Orientation
• Interpersonal relationships
• Negotiation Skills

KPIs

• Revenue & Margin Achievements
• Hit ratio achieved YOY
• Adoption (conversion of manual to automatic lubrication) rate enhancement.
• Account Receivables

Education & Experience

• Minimum 6 years of strong experience into Key Account & BD
• Experience in managing mining customers is a must
• BE Mechanical. Post-graduation in Management will be an added advantage