Global Mining Key Accounts Manager

 

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, 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 more than 60 countries stay competitive. Kennametal generated $2 billion in revenues in fiscal 2022. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.

 

Global Mining Key Accounts Manager

Location - Remote within the US

 

Job Summary

 

Kennametal is seeking a motivated and well connected business development professional in the mining industry to help us expand business with our existing  customer base into other locations in the world in which those customers are operating. This role will support a limited number of strategic global accounts and leverage existing relationships with customers at the management level (senior or executive) to expand our opportunities within those accounts. This role will also supports Kennametal territory-based sales representatives at local key customer sites as required and may own local accounts as required to drive success throughout key customer organization on a global basis.  This position will also have the opportunity to identify and develop new sales opportunities including contracts, discount structure and/or marketing programs.

 

Key Job Responsibilities

• Builds solid customer relationships with strategic large accounts at all levels of the organization 
  • Creates demand for the organization’s products and services by raising the KMT profile with customers.
  • Leads regular status and strategy meetings with the customer’s senior management team to align products/services with customer needs.
  • Addresses customer action items and concerns within timely manner.
• Partners with regional sales teams and local sales staff to develop and implement plans to execute sales strategies and programs for specific large, regional key/strategic large accounts.  
  • Develop strategy, sales plans, budgets to achieve sales goals with Key Accounts in conjunction with regional and territory sales teams.
  • Identifies new sales opportunities for growth within assigned accounts in conjunction with regional and territory sales teams.
  • Leads development, communication and execution of key account strategies, successes, and challenges to improve position worldwide.
  • Grow the key account business to achieve/exceed revenue, margin, and overall sales and margin targets.
  • Manages local accounts for key accounts as required.
• Supports new product development programs
  • Gathers key customer input for new product development and communicates to product management team.
  • Supports new product development programs through identification of field trial sites and actively solicits key account customer feedback to support product launch and value proposition development.
• Partners with segment marketing and management teams to gather business intelligence and business trends to help set strategy and create demand for organizations products & services.
• Supports enterprise selling and global account initiatives and manage contacts and price harmonization.
• Utilizes customer relationship management (CRM) tools to document and manage customer activity.
• Completes required sales training modules (CRM, large account management, etc.)

 

Requirements

• Bachelor’s degree required; in engineering, sciences or business preferred. 
• Experience & knowledge of Mining Industry is required
• 4-6 years of sales experience required; Large sales account management experience required.
• Ability to create demand through insight, influencing, planning & organizing
• Self-starter and self-sufficient requiring little supervision for decision making, account planning and advancing sales discussions
• Excellent interpersonal skills including active listening and building trusting relationships.
• Excellent business sense and decision-making skills leveraging data and strategic thinking.
• Completion of structured selling courses / training program preferred

 

Kennametal Inc. is an Equal Employment Opportunity employer. As such, it is the policy of Kennametal Inc. to afford equal employment opportunity without regard to race, color, religion, sex, national origin, age, handicap, disability, marital status, sexual orientation, citizenship