Sales and Application Engineer

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. Approximately 8,700 employees serve customers in nearly 100 countries, generating $2.1 billion in revenues in fiscal 2023.

About the role

Kennametal is seeking talented machinists and programmers looking to transition their career into a professional sales role. This position is responsible for driving metal-cutting tool sales growth with new and established customers by managing customer relationships, providing technical direction and support, and increasing productivity for customers. The role combines technical knowledge and sales skills to achieve sales targets, build strong territory presence, and develop a sales pipeline.

Based from a home office within Virginia, this role requires the ability to travel throughout the state (80% or more of the week spent in the field at customer locations) with a company-provided vehicle. Some overnight travel will be required each month.

Responsibilities

• Meet or exceed revenue targets by providing metal-cutting solutions tailored to customer needs and market trends.
• Generate, qualify, and manage sales leads, prospects, and new customer accounts.
• Proactively manage the complete sales process, including prospecting, qualification, consultative sales meetings, product demonstrations, pricing, negotiations, and sourcing.
• Develop and execute strategic territory plans to deliver revenue goals, with a focus on new product sales.
• Provide timely answers to pre-sales technical and commercial queries from customers.
• Maintain up-to-date customer and project records in CRM to ensure a clean and healthy pipeline.
• Collaborate with internal sales and support professionals (Application Engineers, Channel Partner Reps, Inside Sales) to deliver a positive end-to-end customer experience.
• Perform online and/or onsite demonstrations of metal-cutting products tailored to customer needs.
• Conduct pre-sales workshops, webinars, and other events within the territory.
• Represent and promote Kennametal at tradeshows, conferences, and other industry events.
• Deliver cost savings through analysis of complex application needs and provide recommendations via tooling and application testing.
• Prepare and present progress, status, and forecasting reports.

Requirements

• Technical degree or degree in Business, Manufacturing, and/or Engineering preferred.
• 3+ years of related CNC machining industry experience; 1-2 years of technical sales and/or application experience preferred.
• Proficient in product knowledge, including applications and troubleshooting; ability to tailor solutions to meet customer needs.
• Solid grasp of industry dynamics; ability to align product solutions with customer needs and industry trends.
• Competent in a range of sales techniques, including advanced objection handling and closing strategies; adapts approach to various customer types.
• Independently executes strategic sales plans; contributes to strategy development and meets targets through insightful planning.
• Strong critical thinking, presentation, and administrative skills.
• Excellent communication skills, with the ability to explain complex technical concepts to both technical and non-technical audiences.
• Customer-focused mindset with a passion for problem-solving and delivering exceptional service.
• Detail-oriented to manage contract review and discuss project specifications.
• Creative and persuasive with the ability to think at both tactical and strategic levels.
• Collaborative team player with the ability to work effectively across all departments.

Pay

$80,000 - $95,000 annually plus sales incentive bonus based on performance.

Benefits

• 401(k) matching
• Dental insurance
• Health insurance
• Paid time off
• Referral program
• Tuition reimbursement