Segment Engineer

This role :

This is a hands-on, hunter-focused sales role responsible for developing profitable new business and strengthening SKF’s position with original equipment manufacturers (OEMs) and semiconductor customers across Malaysia.

You will own and develop a defined portfolio spanning Palm Oil OEMs, Drives and rotating equipment, Material Handling, selected Data Center equipment OEMs, and Semiconductor. The role combines proactive prospecting, technical engagement, specification-led selling and strategic account development to win new equipment programmes and long-term supply relationships.

You will protect existing OEM business while winning competitor share, identifying untapped customers and recovering underserved OEM opportunities. Working closely with SKF Application Engineering, product teams and relevant distributors, you will develop fit-for-purpose, commercially competitive solutions and convert opportunities into sustainable sales.

Accountability:

- Job summary

- Act as a proactive business hunter, creating and converting new OEM and Semiconductor opportunities through direct customer engagement and disciplined follow-through.

- Take personal ownership of assigned customers and prospects, demonstrating initiative, sound commercial judgement and accountability for profitable growth.

- Develop and execute market entry and account plans that combine SKF bearings, engineered solutions, technical expertise and appropriate services.

- Maintain current market intelligence on OEM equipment trends, competitor specifications, customer buying processes, sourcing requirements and future investment.

- Build working knowledge across Palm Oil OEM machinery, Drives (motors, pumps, compressors, fans and gearboxes), Material Handling (conveyors, rollers and equipment systems), Data Center equipment OEMs and Semiconductor applications.

- Drive sustainable growth in Malaysia in line with SKF country priorities, with particular emphasis on new design-ins, competitor conversions and strategic supply agreements.

- Key Responsibilities

- Own direct business development, sales conversion and profitability for assigned OEM and Semiconductor accounts in Malaysia, from prospecting to secured orders.

- Identify, qualify and pursue new OEMs, equipment builders and semiconductor manufacturers; build a prioritised target-account and opportunity pipeline.

- Defend and grow existing direct OEM relationships through specification retention, broader SKF content per machine and long-term contract development.

- Hunt for competitor-held business, qualify unmet customer needs and convert prospects through focused technical and commercial proposals.

- Engage customer engineering, procurement, manufacturing and senior management to influence equipment specifications and supply decisions.

- Achieve agreed sales, order intake, profitability and account development objectives, supported by realistic forecasts and action plans.

- Develop new Palm Oil OEM and Drive OEM opportunities, including customers with limited SKF penetration or no existing direct relationship.

- Own technical-commercial development of Semiconductor customers, equipment OEMs, automation suppliers and relevant global accounts in Malaysia.

- Position SKF products and solutions based on performance, reliability, lifecycle value and competitive total cost of ownership.

- Work with Application Engineering and SKF product teams on bearing selection, design-in, product qualification, trials and technical conversion.

- Review OEM opportunities served through distributors and, where justified, recommend a direct or hybrid model in alignment with SKF channel governance.

- Coordinate with SKF regional/global account teams, factories and supply-chain functions on specification, sourcing, cost-down opportunities and programme support.

- Develop solution proposals for targeted applications, including cost-competitive SRTB and other SKF product offerings where commercially and technically suitable.

- Lead customer meetings, technical presentations, commercial negotiations and contract discussions through to confirmed business.

- Monitor market developments and proactively translate OEM investment, equipment launches and semiconductor projects into qualified opportunities.

- Segment Management

- Define and execute focused business development plans for Palm Oil OEM, Drives, Material Handling, Data Center equipment OEM and Semiconductor markets.

- Work with Product Management and Application Engineering to align solutions, technical specifications and product availability with OEM needs.

- Build enduring relationships with machine builders, equipment designers, engineering teams, supply-chain leaders and semiconductor customers.

- Conduct regular plant and engineering visits to identify application issues, buying triggers, qualification requirements and conversion opportunities.

- Position differentiated SKF solutions, including sourcing optimisation, cost-down alternatives and value-engineered product packages.

- Map customer equipment platforms, competitor bearing content, annual volume, product gaps, decision makers and design-in cycles.

- Partner with SKF engineering and segment specialists to arrange technical workshops, product trials and application-focused customer engagement.

- Monitor segment performance, share-of-wallet, qualified opportunities and conversion progress; adjust account priorities based on evidence.

- Key Account Management

- Act as the principal commercial contact for assigned OEM and Semiconductor customers and coordinate internal support across the sales cycle.

- Understand each customer’s equipment roadmap, engineering requirements, procurement process, competitive situation and growth potential.

- Prepare clear account plans covering current SKF content, competitor share, new specifications, supply opportunities and contract milestones.

- Review account progress with customers, anticipate programme changes and resolve commercial or technical barriers to conversion.

- Expand SKF content through cross-selling, specification wins, higher share-of-wallet and new machine or equipment platforms.

- Provide credible sales forecasts, customer programme updates and opportunity risk assessments to management.

- Track key market trends, competitor positioning and customer sourcing decisions to identify actions that increase SKF competitiveness.

- Negotiate commercial terms, supply arrangements and renewals with internal approval and coordinated customer fulfilment support.

- Brand Protection

- Promote the use of genuine SKF products and guide OEM customers towards verified supply routes and authentic technical solutions.

- Identify market or account signals that may indicate non-genuine or incorrectly specified products and escalate them appropriately.

- Work with distributors on customer opportunities where they continue to add value through local fulfilment, inventory or technical support.

- Assess underserved or unconverted distributor-served OEM opportunities objectively using customer needs, commercial potential and channel performance.

- Recommend selective account recovery or direct engagement only through agreed SKF governance, with clear ownership and customer communication.

- Partner with relevant colleagues to support customer confidence, product traceability and long-term brand preference.

- Sales and funnel management

- Maintain timely and accurate customer, opportunity and activity records in SAP C4C or other designated CRM systems.

- Build a qualified pipeline supported by customer-specific conversion plans, agreed next steps and realistic closing dates.

- Coordinate requests for quotation, technical selection, pricing inputs and commercial proposals to meet customer requirements.

- Follow through on trials, quotations, design approvals and outstanding proposals until commercial closure or documented loss.

- Hand-over to order/ contract team

- Ensure won projects and supply contracts are documented and handed over clearly to CEE, operations, engineering and relevant fulfilment teams.

- Sales reporting and CRM

- Provide concise sales, account-development and opportunity updates with clear actions, commercial risks and forecast confidence.

- Coordinate opportunity status and customer programme requirements with SKF product divisions, regional sales teams and factories.

9. Training and support

- Engage Application Engineering and SKF specialists to provide application training, technical workshops and design-in support for target OEMs.

- Coordinate customer demonstrations, technical reviews and training where required to advance specifications and build confidence.

- Remain commercially engaged during programme launch and initial supply to secure customer satisfaction and future equipment demand.

- HSE and SKF Policies

- Adhere to all SKF Group policies, procedures and business ethics codes.

- Embrace SKF Commercial Excellence practices and apply the use of the core company values.

- Fully comply with SKF and local SHE policies, rules, regulations and legislation.

- Take all reasonable care for own personal health and safety, as well as for that of everyone who may directly or indirectly be affected by your action in the workplace.

Candidate Profile

Essential skills, knowledge & behaviours

- Degree in Mechanical Engineering, Mechatronics or a related discipline; alternatively, substantial relevant technical sales or OEM business development experience.

- Proven hunter mindset: able to open new accounts, create demand, challenge competitor incumbency and independently close business.

- Strong communication, presentation, negotiation and relationship-building skills in English.

- Ability to engage both technical specialists and commercial decision makers across diverse customer organisations.

- Self-motivated, commercially accountable and comfortable working independently across multiple technical customer programmes.

- Strong analytical and digital skills, with practical use of Microsoft Office, CRM systems (e.g., SAP C4C) and pipeline reporting tools.

Desirable skills, knowledge & behaviours

- Experience in specification-led OEM sales, engineering solutions or technical business development.

- Exposure to Palm Oil OEMs, rotating equipment, Drives, Material Handling, Semiconductor or Data Center equipment markets.

- Familiarity with bearing applications, sourcing alternatives, design qualification and long-cycle OEM contracting.

Complexity and creativity

- Create demand in competitor-led OEM accounts using application insight, value selling and a structured prospecting approach.

- Develop credible technical and commercial differentiation through product selection, cost-down sourcing and tailored SKF solutions.

- Collaborate with SKF regional teams, Application Engineering and factories to overcome design, sourcing and delivery constraints.

- Adapt selling strategies to equipment-builder qualification cycles, semiconductor procurement requirements and distinct OEM buying behaviours.

- Identify additional applications and customer platforms to expand SKF specification share and sustain profitable account growth.

Judgement and decisions

- Evaluate when SKF should engage OEM customers directly versus retain distributor fulfilment, based on technical complexity and commercial value.

- Make timely, well-supported decisions and know when to involve SKF engineering, product, pricing, supply-chain or country leadership.

- Develop and negotiate commercially sound proposals and terms while balancing cost competitiveness, product value and account sustainability.

Contacts

Internal

- Application Engineering and Product Management for technical solutions, design qualification and product positioning.

- SKF Segment and Distribution teams for market intelligence, customer ownership and route-to-market coordination.

- Customer Experience Excellence (CEE), Operations, Pricing and Supply Chain for quotations, contracts and reliable fulfilment.

- SKF regional and global account teams for customer alignment and cross-border business development.

- SKF factories and product divisions for sourcing, cost optimisation and application support.

External

- OEM machine builders, semiconductor customers, engineering and procurement stakeholders, equipment designers and strategic partners.

- Relevant distributors, integrators, consultants and other channel partners where a hybrid route-to-market is appropriate.

Travel

- Frequent domestic travel across Malaysia, with occasional regional or international travel as required by customer programmes.