Key Account Manager-East Railway
Posted on: November 23, 2025 | On-Site
Company Name: SKF.com | Requestion ID: 22183
Division: Sales & Customer Service | Employment Type: Full-Time
Reports to: Head Sales & Business Development, Railway
Schedule: On-Site | Experience Level: 05+ Years
About SKF
SKF's journey in India began in 1923, and over the past century, we have transformed from a pioneering ball bearing manufacturer into a knowledge-driven engineering powerhouse. Today, SKF stands as an industry leader, delivering cutting-edge automotive and industrial engineered solutions through five technology-centric platforms: bearings and units, seals, mechatronics, lubrication solutions, and comprehensive services.
Our evolution reflects our commitment to innovation and excellence. We partner with customers across automotive and industrial sectors to help them achieve sustainable and competitive business excellence. Through our research-based innovation approach, SKF India offers customized, value-added solutions that seamlessly integrate all five technology platforms, addressing complex engineering challenges with precision and reliability.
Our solutions empower companies to achieve breakthrough results in friction reduction, energy efficiency, and equipment longevity. By combining deep technical expertise with sustainable engineering practices, we help our customers optimize their operations while contributing to environmental stewardship and long-term reliability.
About Industrial Markets
India's industrial market represents a vibrant and rapidly expanding sector that serves as a cornerstone of economic growth. The manufacturing landscape is increasingly diverse and promising, with industrial customers constantly seeking ways to enhance operational efficiency while maintaining unwavering standards of quality, reliability, and value.
At SKF, we understand these evolving needs and deliver industry-leading engineering solutions and technologies that consistently provide reliability and efficiency in day-to-day operations. Our comprehensive portfolio serves multiple industrial sectors, including heavy industries, wind energy, metals, railways, and general machinery. We work closely with customers to address their specific application needs and overcome challenges related to machines and equipment, helping them achieve their strategic objectives through innovative engineering solutions.
We are seeking an accomplished Key Account Manager to lead our railways business development initiatives in the Eastern region. This strategic role offers an exceptional opportunity to drive business growth, forge high-level partnerships, and shape the future of railway engineering solutions across India's passenger and freight transportation sectors.
Key Responsibilities
As our Key Account Manager for East Railways, you will spearhead critical business development initiatives that directly impact our market position and revenue growth:
Strategic Business Development:
- Drive a significant share of business (SOB) growth in the Passenger segment through strategic collaboration with Indian Coach Factory (ICF) and Indian Railways Workshops
- Identify and capitalize on emerging business opportunities with private Original Equipment Manufacturers (OEMs), including Medha, Alstom Transport, BEML, and other key players in the railway manufacturing ecosystem
- Expand our remanufacturing (Reman) business volume through proactive follow-up and relationship management
Sales Excellence & Pipeline Management:
- Implement comprehensive funnel management strategies to track and convert all business opportunities from prospect to closure
- Engage directly with C-suite executives and leadership teams of top-tier customers to effectively communicate SKF's value propositions and differentiated offerings
- Lead cross-functional collaboration across the Full Value Chain (FVC) and spearhead Product Portfolio Management (PPM) initiatives
Operational Leadership:
- Manage and mentor off-roll sales operations teams to ensure consistent performance and professional development
- Lead collection efforts to maintain healthy cash flow and customer relationships
- Drive operational excellence across all customer touchpoints
Required Skills & Competencies
Leadership & Development:
- Proven ability to develop, coach, and mentor high-performing sales teams
- Strong interpersonal skills with the ability to build lasting relationships across organizational levels
Business & Financial Acumen:
- Deep understanding of business dynamics and financial performance metrics
- Expert-level funnel management capabilities with demonstrated ability to improve conversion rates
- Strategic thinking combined with tactical execution excellence
Communication & Relationship Management:
- Executive-level communication skills for engaging with CXOs and senior management
- Ability to articulate complex technical value propositions in business terms
- Strong negotiation and influencing capabilities
Key Performance Indicators (KPIs)
Success in this role will be measured through:
- Achievement of revenue targets and margin objectives
- Funnel management effectiveness and hit rate percentages
- Inorganic business growth through new products, offerings, and customer acquisition (targeted percentage of total sales)
- Successful cross-functional collaboration across the Full Value Chain
Education & Experience Requirements
Educational Background:
- Bachelor's degree in Engineering (Mechanical Engineering preferred)
Professional Experience:
- 5-8 years of Key Account Management experience specifically within the railways industry
- Preferred industry background: Railways sector with a demonstrated track record of success
- Proven ability to work independently as a self-starter while also functioning effectively as a collaborative team member
Why Join SKF?
With more than 40,000 employees across 130 countries, SKF is truly a global organization where your work makes a real difference. Our products are integral to society's infrastructure—wherever there is movement, SKF's solutions are likely at work. This means you'll be part of an organization that impacts the everyday lives of people and companies worldwide.
SKF Purpose Statement
Together, we re-imagine rotation for a better tomorrow.
By creating intelligent and clean solutions for people and the planet.
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