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 10,000 employees are helping customers in more than 60 countries stay competitive. Kennametal generated nearly $2.4 billion in revenues in fiscal 2019. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.
Job DescriptionJob Summary
This position actively identifies, qualifies, & sells Kennametal products via phone, email, online chat, e-commerce and direct Visit to Customers. Attain assigned volume for an assigned geographic area. Promote Kennametal/ Widia products to existing and prospective customers to achieve sales and margin goals, new sales, and retain existing sales within assigned accounts; results reviewed monthly. This role possesses an in-depth knowledge of company policies, product lines, technology, and company-endorsed marketing and selling methods.
Key Job Responsibilities
- Attain assigned sales volume and margin objectives by identifying, qualifying and selling business to current customers and new buyers and by responding to caller inquires and proactively seeking opportunities.
- Accountable for achieving incremental sales set during each FY business plan
- Identify and close short-term sales opportunities.
- Accountable for achieving overall sales and margin objectives for assigned geography.
- Identify and qualify leads. Initiate proactive approach of customer relationship management process. (Microsoft dynamics / CRM)
- Leverage SAP to quote price and availability and ask for and enter orders resulting from proactive phone calls.
- Active outbound calling to acquire new customers and build the company’s book of business.
- Maintain internal & external relationships, actively sell and focus on increasing share of wallet with small / medium sized customers.
- Monitor customer buying habits and proactively identify ways to maintain and increase volume of customer orders (e.g., order reminders, suggestive selling).
- Field inbound calls and qualify e-commerce leads. Enter orders as needed. Complete quotes. Update pricing sheets.
Coordinate with Sales Support to grow sales within assigned accounts plus troubleshoot customer gaps as needed. Responsible for the full sales cycle, from leads to quotation generation in coordination with Customer Support to on-going account relationships as appropriate.
QualificationsEducation, Work Experience, Skills, Certificates Required
- Degree or Diploma educational qualifications in the technical discipline – Required to understand Metal Cutting Tooling.
- Preferably at least 4-5 years working experience in metal cutting products and experience working in technical manufacturing environment.
- Proficient in key sales techniques (patience, understanding needs, persuasion, upselling, and overcoming objections.)
- Competent in understanding and communicating all product and technical information.
- Firm command of understanding Kennametal product information
- Firm command of assessing customer needs relative to Kennametal products
- Able to work independently & on a team, confidently with little supervision
- Proficient in using computer applications, including telephone and software applications
- Experience with SAP, CRM, and Computer literacy in Microsoft Windows / Office environment.
Kennametal is an Equal Opportunity Employer
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