{"id":3289012,"url":"https://alion.io/job/skf-segment-engineer","title":"Segment Engineer","company":{"id":450256,"name":"SKF","domain":"skf.com","url":"https://alion.io/company/skf-5","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"SuccessFactors","truth_index":{"grade":"B","score":81,"open_postings":4,"ghost_share":0,"stale_share":0.75,"repost_share":0,"time_to_fill_p50_days":22,"computed_at":"2026-10-28T05:59:10Z"}},"role":"Industrial Engineering","role_family":"Industrial Engineering","seniority":null,"employment_type":null,"work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Malaysia"],"countries":["MY"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":8000,"max_usd":22000,"period":"year","method":"role_country_seniority_unknown","sample_n":44},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Microsoft Office","optional":false}],"status":"live","first_seen_at":"2026-10-26T19:34:02Z","employer_posted_date":"2026-10-26","last_verified_at":"2026-10-28T22:38:34Z","board_verified":true,"closed_at":null,"days_open":2,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":2},"description":"This role :\nThis 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.\nYou 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.\nYou 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.\nAccountability:\nJob summary\n Act as a proactive business hunter, creating and converting new OEM and Semiconductor opportunities through direct customer engagement and disciplined follow-through.\nTake personal ownership of assigned customers and prospects, demonstrating initiative, sound commercial judgement and accountability for profitable growth.\nDevelop and execute market entry and account plans that combine SKF bearings, engineered solutions, technical expertise and appropriate services.\nMaintain current market intelligence on OEM equipment trends, competitor specifications, customer buying processes, sourcing requirements and future investment.\nBuild 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.\nDrive sustainable growth in Malaysia in line with SKF country priorities, with particular emphasis on new design-ins, competitor conversions and strategic supply agreements.\nKey Responsibilities\n Own direct business development, sales conversion and profitability for assigned OEM and Semiconductor accounts in Malaysia, from prospecting to secured orders.\nIdentify, qualify and pursue new OEMs, equipment builders and semiconductor manufacturers; build a prioritised target-account and opportunity pipeline.\nDefend and grow existing direct OEM relationships through specification retention, broader SKF content per machine and long-term contract development.\nHunt for competitor-held business, qualify unmet customer needs and convert prospects through focused technical and commercial proposals.\nEngage customer engineering, procurement, manufacturing and senior management to influence equipment specifications and supply decisions.\nAchieve agreed sales, order intake, profitability and account development objectives, supported by realistic forecasts and action plans.\nDevelop new Palm Oil OEM and Drive OEM opportunities, including customers with limited SKF penetration or no existing direct relationship.\nOwn technical-commercial development of Semiconductor customers, equipment OEMs, automation suppliers and relevant global accounts in Malaysia.\nPosition SKF products and solutions based on performance, reliability, lifecycle value and competitive total cost of ownership.\nWork with Application Engineering and SKF product teams on bearing selection, design-in, product qualification, trials and technical conversion.\nReview OEM opportunities served through distributors and, where justified, recommend a direct or hybrid model in alignment with SKF channel governance.\nCoordinate with SKF regional/global account teams, factories and supply-chain functions on specification, sourcing, cost-down opportunities and programme support.\nDevelop solution proposals for targeted applications, including cost-competitive SRTB and other SKF product offerings where commercially and technically suitable.\nLead customer meetings, technical presentations, commercial negotiations and contract discussions through to confirmed business.\nMonitor market developments and proactively translate OEM investment, equipment launches and semiconductor projects into qualified opportunities.\nSegment Management\n Define and execute focused business development plans for Palm Oil OEM, Drives, Material Handling, Data Center equipment OEM and Semiconductor markets.\nWork with Product Management and Application Engineering to align solutions, technical specifications and product availability with OEM needs.\nBuild enduring relationships with machine builders, equipment designers, engineering teams, supply-chain leaders and semiconductor customers.\nConduct regular plant and engineering visits to identify application issues, buying triggers, qualification requirements and conversion opportunities.\nPosition differentiated SKF solutions, including sourcing optimisation, cost-down alternatives and value-engineered product packages.\nMap customer equipment platforms, competitor bearing content, annual volume, product gaps, decision makers and design-in cycles.\nPartner with SKF engineering and segment specialists to arrange technical workshops, product trials and application-focused customer engagement.\nMonitor segment performance, share-of-wallet, qualified opportunities and conversion progress; adjust account priorities based on evidence.\nKey Account Management\n Act as the principal commercial contact for assigned OEM and Semiconductor customers and coordinate internal support across the sales cycle.\nUnderstand each customer’s equipment roadmap, engineering requirements, procurement process, competitive situation and growth potential.\nPrepare clear account plans covering current SKF content, competitor share, new specifications, supply opportunities and contract milestones.\nReview account progress with customers, anticipate programme changes and resolve commercial or technical barriers to conversion.\nExpand SKF content through cross-selling, specification wins, higher share-of-wallet and new machine or equipment platforms.\nProvide credible sales forecasts, customer programme updates and opportunity risk assessments to management.\nTrack key market trends, competitor positioning and customer sourcing decisions to identify actions that increase SKF competitiveness.\nNegotiate commercial terms, supply arrangements and renewals with internal approval and coordinated customer fulfilment support.\nBrand Protection\n Promote the use of genuine SKF products and guide OEM customers towards verified supply routes and authentic technical solutions.\nIdentify market or account signals that may indicate non-genuine or incorrectly specified products and escalate them appropriately.\nWork with distributors on customer opportunities where they continue to add value through local fulfilment, inventory or technical support.\nAssess underserved or unconverted distributor-served OEM opportunities objectively using customer needs, commercial potential and channel performance.\nRecommend selective account recovery or direct engagement only through agreed SKF governance, with clear ownership and customer communication.\nPartner with relevant colleagues to support customer confidence, product traceability and long-term brand preference.\nSales and funnel management\n Maintain timely and accurate customer, opportunity and activity records in SAP C4C or other designated CRM systems.\nBuild a qualified pipeline supported by customer-specific conversion plans, agreed next steps and realistic closing dates.\nCoordinate requests for quotation, technical selection, pricing inputs and commercial proposals to meet customer requirements.\nFollow through on trials, quotations, design approvals and outstanding proposals until commercial closure or documented loss.\nHand-over to order/ contract team\n Ensure won projects and supply contracts are documented and handed over clearly to CEE, operations, engineering and relevant fulfilment teams.\nSales reporting and CRM\n Provide concise sales, account-development and opportunity updates with clear actions, commercial risks and forecast confidence.\nCoordinate opportunity status and customer programme requirements with SKF product divisions, regional sales teams and factories.\n9. Training and support\n Engage Application Engineering and SKF specialists to provide application training, technical workshops and design-in support for target OEMs.\nCoordinate customer demonstrations, technical reviews and training where required to advance specifications and build confidence.\nRemain commercially engaged during programme launch and initial supply to secure customer satisfaction and future equipment demand.\nHSE and SKF Policies\nAdhere to all SKF Group policies, procedures and business ethics codes.\nEmbrace SKF Commercial Excellence practices and apply the use of the core company values.\nFully comply with SKF and local SHE policies, rules, regulations and legislation.\nTake 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.\nCandidate Profile\nEssential skills, knowledge & behaviours\nDegree in Mechanical Engineering, Mechatronics or a related discipline; alternatively, substantial relevant technical sales or OEM business development experience.\nProven hunter mindset: able to open new accounts, create demand, challenge competitor incumbency and independently close business.\nStrong communication, presentation, negotiation and relationship-building skills in English.\nAbility to engage both technical specialists and commercial decision makers across diverse customer organisations.\nSelf-motivated, commercially accountable and comfortable working independently across multiple technical customer programmes.\nStrong analytical and digital skills, with practical use of Microsoft Office, CRM systems (e.g., SAP C4C) and pipeline reporting tools.\nDesirable skills, knowledge & behaviours\nExperience in specification-led OEM sales, engineering solutions or technical business development.\nExposure to Palm Oil OEMs, rotating equipment, Drives, Material Handling, Semiconductor or Data Center equipment markets.\nFamiliarity with bearing applications, sourcing alternatives, design qualification and long-cycle OEM contracting.\nComplexity and creativity \nCreate demand in competitor-led OEM accounts using application insight, value selling and a structured prospecting approach.\nDevelop credible technical and commercial differentiation through product selection, cost-down sourcing and tailored SKF solutions.\nCollaborate with SKF regional teams, Application Engineering and factories to overcome design, sourcing and delivery constraints.\nAdapt selling strategies to equipment-builder qualification cycles, semiconductor procurement requirements and distinct OEM buying behaviours.\nIdentify additional applications and customer platforms to expand SKF specification share and sustain profitable account growth.\nJudgement and decisions\nEvaluate when SKF should engage OEM customers directly versus retain distributor fulfilment, based on technical complexity and commercial value.\nMake timely, well-supported decisions and know when to involve SKF engineering, product, pricing, supply-chain or country leadership.\nDevelop and negotiate commercially sound proposals and terms while balancing cost competitiveness, product value and account sustainability.\nContacts\nInternal\nApplication Engineering and Product Management for technical solutions, design qualification and product positioning.\nSKF Segment and Distribution teams for market intelligence, customer ownership and route-to-market coordination.\nCustomer Experience Excellence (CEE), Operations, Pricing and Supply Chain for quotations, contracts and reliable fulfilment.\nSKF regional and global account teams for customer alignment and cross-border business development.\nSKF factories and product divisions for sourcing, cost 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