With over 80 years as an industrial technology leader, Kennametal Inc. delivers productivity to customers through materials science, tooling and wear-resistant solutions. Customers across aerospace and defense, earthworks, energy, general engineering and transportation turn to Kennametal to help them manufacture with precision and efficiency. Every day approximately 8,700 employees are helping customers in nearly 100 countries stay competitive. Kennametal generated $2.1 billion in revenues in fiscal 2023. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.
Sales and Application Engineer
Location - Charlotte, NC
Job Summary
This position is responsible for driving metal-cutting tool sales growth with new and established customers, both direct and indirect, or new and established Machine Tool customers by managing customer relationship, providing technical direction/support, and increasing productivity for our customers. This role combines technical knowledge and sales skills to achieve sales targets, build strong territory presence and pipeline. This role will partner with multiple internal sales and support professionals to support the customers' initiatives and technical needs.
Key Job Responsibilities
Meet or exceed revenue targets by:
Effectively providing metal cutting solutions, by understanding current and future market trends, to meet customers' key needs and objectives in a professional manner.
Generating, qualifying, and managing all sales leads, prospects, and new customer accounts.
Proactively managing the complete sales process, including prospecting, qualification, consultative sales meetings, product demos, pricing, terms negotiations, and sourcing.
Developing and executing strategic territory plans to deliver revenue goals with a focus on new product sales.
Providing timely answers to pre-sales technical and commercial queries from customers.
Maintaining up-to-date customer and project records in CRM to ensure a clean and healthy pipeline
Actively collaborating with internal sales and support professionals, such as Application Engineers, Channel Partner Reps, Inside Sales, and others to provide value and a positive end-to-end customer experience.
Performing online and/or onsite demonstrations of metal cutting products tailored to customers' needs.
Conducting pre-sales workshops, webinars, and other online/onsite events within the territory.
Representing and promoting Kennametal at tradeshows, conferences, and other events within the territory.
Delivering cost savings through analysis of complex application needs and providing recommendations to support customer business need through tooling and application testing.
Preparing and presenting progress, status, and forecasting reports.
Supporting Machine Tool customers' initiatives and technical needs, including turn-key projects, trainings, tooling packages, and certificate sales and support.
Actively engage with internal sales professionals, such as Application Engineers, Channel Partner Reps, Engineering team, Product Management, Marketing, District Business Managers and their respective Sales & Application Engineers to provide value and a positive end-to-end customer experience.
Supporting builders with project needs, analysis of complex application needs and providing recommendations to support customer business need, through tooling and application testing.
Requirements
Technical degree or Degree in Business, Manufacturing and/or Engineering preferred
3+ years of related industry experience, specifically 1-2 years of technical sales and/or application experience
Proficient in product knowledge, including applications and troubleshooting; can taylor solutions to meet customer needs
Solid grasp of industry dynamics; effectively aligns product solutions with customer needs and industry trends
Competent in a range of sales techniques, including advanced objection handling and closing strategies; adapts approach to various customer types
Independently executes strategic sales plans; contributes to the development of strategies and meets targets through insightful planning
Possess solid critical thinking, presentation, and administrative skills
Excellent communication skills, with the ability to explain complex technical concepts to both technical and non-technical audiences
Customer-focused mindset with a passion for problem-solving and delivering exceptional service
Detail-oriented to manage contract review and discuss project specifications
Creative and persuasive with the ability to think at both tactical and strategic levels
Collaborative team player with the ability to work effectively across all departments
