About this role
<p><em>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 </em><a title="http://www.kennametal.com/" href="http://www.kennametal.com/" target="_blank" rel="noopener"><em>www.kennametal.com</em></a><em>. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.</em></p><p style="margin:0.0in 0.0in 10.0pt;text-align:justify;line-height:115%;font-size:9.0pt;font-family:Calibri, sans-serif"><strong><span style="font-size:10.0pt;line-height:115%">Job summary</span></strong></p> <p style="margin:0.0in 0.0in 10.0pt;text-align:justify;line-height:115%;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt;line-height:115%">To generate new sales and retain existing sales within assigned accounts/territory, either by direct or indirect selling, by providing application or field service support.</span></p> <p style="text-align:justify;margin:0.0in;font-size:11.0pt;font-family:Arial, sans-serif"> </p> <p style="margin:0.0in;line-height:normal;text-align:justify;font-size:9.0pt;font-family:Calibri, sans-serif"><strong><span style="font-size:10.0pt">Key Job Responsibilities</span></strong></p> <p style="margin:0.0in;line-height:normal;text-align:justify;font-size:9.0pt;font-family:Calibri, sans-serif"><strong><span style="font-size:10.0pt"> </span></strong></p> <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Responsible for Construction in the assigned territory.</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Promote Earth Cutting Tooling/solutions to achieve/exceed assigned sales goal; favorably influence the product selection.</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Assess and evaluate both direct and indirect customers’ needs and develop the appropriate sales strategy.</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Monitor customers and competitors’ activities in the market.</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Managing distributor partner and driving them to increase the sales YOY and new business development for Earth Cutting Tooling (ECT).</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Support and participate in team sales initiatives, where applicable, by gathering and communicating pertinent information for assigned accounts.</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Key Account Management for projects in the territory; CRM adoption (MS Dynamics).</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Negotiate contracts, programs, and other agreements with customers, vendors as applicable.</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Carrying out field trials of products, customer complaint resolution, gathering competitive information, conducting seminars, training on ECT products and applications etc.</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Execute key tasks and projects of a complex nature. Perform analysis of a complex nature and develop recommendations in support of achieving business objectives.</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Prepare progress, status and forecast reports on multiple key aspects of the assigned area of responsibility.</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Following and collection of receivables and maintaining the required DSO.</span></li> <li style="margin:0.0in 0.0in 0.0in 0.0px;text-align:left;line-height:normal;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Continuously improve current working knowledge of existing and new products and services.</span></li> </ul> <p style="margin:0.0in 0.0in 10.0pt;text-align:justify;line-height:115%;font-size:9.0pt;font-family:Calibri, sans-serif"> </p> <p style="margin:0.0in 0.0in 10.0pt;text-align:justify;line-height:115%;font-size:9.0pt;font-family:Calibri, sans-serif"><strong><span style="font-size:10.0pt;line-height:115%">Education, Work Experience, Skills, Certificates</span></strong></p> <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="text-align:left;margin:0.0in 0.0in 10.0pt 4.6667px;line-height:115%;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt;line-height:115%">Trade Certificate in an Engineering Discipline &/or work experience in Engineering Products &/or Engineering Diploma/Certificate, preferably with sales experience.</span></li> <li style="margin:0.0in 0.0in 0.0in 4.6667px;line-height:normal;text-align:justify;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Desirable to have 1 ~3 years of experience in sales / application of Earth Cutting Tooling and/or Wear Products and handing construction and or mining companies/contractors.</span></li> <li style="margin:0.0in 0.0in 0.0in 4.6667px;line-height:normal;text-align:justify;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Should be Competent in understanding and communicating all product and technical information effectively to customers.</span></li> <li style="margin:0.0in 0.0in 0.0in 4.6667px;line-height:normal;text-align:justify;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Able to assess customer needs competently.</span></li> <li style="margin:0.0in 0.0in 0.0in 4.6667px;line-height:normal;text-align:justify;font-size:9.0pt;font-family:Calibri, sans-serif"><span style="font-size:10.0pt">Willing to travel extensively to construction and mining sites.</span></li> </ul><p>Equal Opportunity Employer</p>