Key Account Specialist-India

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 rely on Kennametal to manufacture with precision and efficiency. Kennametal employs approximately 10,000 people in more than 60 countries and generated nearly $2.4 billion in revenues in fiscal 2019.

About the role

This position is based in Gurgaon and involves driving channel sales, managing customer relationships, and achieving sales targets in a technical manufacturing environment.

Requirements

• Engineering graduate in Mechanical or Industrial Production
• 6 to 12 years of experience in Sales/Application, preferably with metal cutting products
• Competency in understanding and communicating product and technical information
• Ability to assess customer needs and work in a technical manufacturing environment
• Computer literacy with strong presentation and administrative/communication skills
• Willingness to travel extensively and work with cross-functional teams
• Minimum of one year successfully handling Channel Sales, growing business 3X IIP
• Experience training and developing a team of DSEs at the distributor level
• Experience conducting Regional Seminars/Roadshows is an added advantage

Responsibilities

• Drive Channel Sales to achieve goals
• Prepare monthly reports on sales volume, highlights, business conditions, competitor activities, and growth initiatives
• Map market potential and plan account sales and profitability
• Prepare and execute strategies to achieve pre-set targets while ensuring profitability
• Administer lead generation and track new projects/opportunities
• Match market opportunities with company product portfolio and present profitable business solutions
• Manage presentations and demonstrations on new technology and products for potential new business
• Monitor competition and devise effective counter strategies
• Assist, advise, and train customers to maximize productivity and machine uptime, reducing operating costs
• Analyze and provide solutions for difficult operating conditions/problems at customer job sites
• Identify and explore new opportunities, driving big projects through CAP (Customer Acquisition Process)
• Respond to and resolve customer problems/complaints related to product quality, performance, or delivery
• Conduct a minimum of 4 successful TPRs per month and upload them into the system

Skills

• Passion for working in a challenging environment
• Positive attitude and self-motivation
• Excellent communication and listening skills
• Strong influencing skills
• Hands-on, can-do attitude with high energy and dependability
• Ability to deliver results under aggressive deadlines
• Knowledge of KVBS, Six Sigma, Lean, and Business Excellence methodologies
• Strong presentation skills for external and internal audiences
• Ability to grow and maintain strong relationships with client functional groups
• Creativity and innovation in approach and implementation
• Excellent business acumen, financial, and negotiating skills
• Strong interpersonal and communication skills
• Excellent execution capabilities