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Senior Sales Representative-AAM in Burr Ridge, IL at The Timken Company

Date Posted: 2/23/2018

Job Snapshot

  • Employee Type:
  • Job Type:
  • Experience:
    At least 4 year(s)
  • Date Posted:

Job Description

Your Career Begins at Timken 
If you're ready for a challenging career that provides you with the ability to advance personally and professionally, look to Timken.  Our associates make the world more productive by improving the efficiency and reliability of the machinery that keeps industry in motion.


The position of Senior Sales Representative  is located in either  Chicago IL or within assigned territory

  • Sales Plan Execution: Collaborates with regional manager to develop customer-based sales plan including sales, won/lost business, plans to maximize pricing, new business attainment.
  • Manage Customer Relationships: Responsible for developing, maintaining, and growing effective customer relationships by maximizing face-to-face time, executing call plans, entertainment, coordination of Timken resources, etc. Mentored and guided by regional manager and/or national sales manager.
  • New Business Development and support of current business: This position uses commercial and technical skills and develops industry experience to recognize customer needs and apply Timken capabilities and technology across the full portfolio of Timken products and services.
  • Maximize Sales and Price: Builds an understanding of Timken value in order to maximize price and sales and to grow and protect business. Works to eliminates price as an objection when delivering new products or projects.
  • Project Assignments: Responsible for projects as assigned and directed by regional manager and/or national sales manager. Will customer-training or internal training presentations at the distributor/dealer and fleet level.
  • Manage sales process for assigned customer accounts or territory: Facilitate customer interaction and coordinate with Marketing, Customer Service, Customer Engineering, Manufacturing, Supply Chain and other functional areas.

Essential Responsibilities

  • Works under the direction of a regional manager and/or national sales manager ownership of customer accounts, customer projects and assignments that involve problem solving and the resolution of both commercial and technical issues.
  • Create and maintain a pipeline of sales opportunity. Within the pipeline, coordinate internal

    associates and customers for projects of moderate scope, including planning, scheduling and coordinating. Expected to develop and demonstrate leadership skills in influencing, driving for results, resource commitment.

  • Establish relationships and professional credibility with assigned customer base. Makes target number of customer calls and attains sales targets. Collaborates with others to develop and deliver high impact customer presentations that focus on Timken capabilities and solutions, value proposition. Through an understanding of customer drivers, builds ability to influence customer decisions pertaining to new solutions, products and prototype applications.
  • Builds sales competencies in discovering hidden customer needs, representing customer needs, handling objections, etc.
  • Learns to gather and submit customer and market knowledge into monthly demand planning process.
  • Participate in customer negotiations; assist in developing pricing strategies and managing a portfolio of business. Expected to develop an understanding of customers business, market space and trends. These activities are directly related to sales plan and forecasting responsibilities.
  • Over time in the job, transitions from communication information to recommending a solution. Launches NPRs and test requests; conducts industry or technology research to identify trends. Evaluates competitors’ products and selling/market strategy.
  • Gain an understanding of the New Business Development process including input into development of new designs or other opportunities.
  • Builds and expected to develop technical relationship with customers by providing consistent and expert technical support to customers, across the Timken portfolio of products and services, and expertise in areas required for assigned customers. They are the primary technical resource for their customers with responsibility for prioritizing, securing and delivering technical resources to the customer.
  • Approximately 60% travel within defined territory (Illinois, Indiana,  Michigan, and Wisconsin ) with responsibility for all LV/CV distributors and dealers in the territory (plus some select Division 2 accounts)
  • Focus on field engagement with the independent reps (targeting outside sellers and counter associates within these organizations), manage the day to day activities of the rep agents within the territory
  • Drive increased installer calls on the LV side
  • Drive increased focus at the fleet level on the CV side (pull through both bearings and CV wheel-end products)

Technical and Functional Skills :

  • 4-6 years of working with or responsibility for commercial and technical projects
  • Related technical and/or commercial experience
  • Background working with customers and developing long term customer relationships
  • Ability to network across the company matrix
  • Cross functional assignments, team projects, exposure to areas such as Marketing, Manufacturing, Supply Chain and Customer Service
  • Strong communication skills
  • Experience working in Automotive Aftermarket is preferred

Minimum Qualifications :

  • Bachelors Degree in Sales/Marketing or Engineering with at least 4 years  relevant experience
  • Masters Degree in Business or Engineering at least 2 years relevant experience

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status.