Sr. Sales and Applications Engineer

About Kennametal

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.

 

Sr. Sales and Application Engineer

Location - Cincinnati or Dayton Ohio area

 

Job Summary

This position is responsible for driving metal-cutting tool sales growth with new and established customers, both direct and indirect, 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.
• Participating in and providing technical expertise in larger scope projects within the local or district geography.
• 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
• 5+ years of related industry experience, specifically 3+ years of technical sales and/or application experience
• Advanced understanding of industry intricacies; influences product development and marketing strategies based on deep market insights
• Leads in the creation and implementation of complex sales strategies; demonstrates high-level strategic thinking with focus on long-term success
• Advanced technical expert who can manage complex issues and customize innovative solutions; often sought out for advice
• Master of sales tactics; excels in negotiation and persuasion, consistently closing complex and high-value deals
• Strategically develops key accounts; renowned for exceptional relationship building and maintaining significant long-term partnerships
• Possess solid critical thinking, presentation, and administrative skills
• Excellent communication skills