Sr. Sales and Applications Engineer

Kennametal - Cincinnati, OH

Full-time - Mid Level

Cincinnati, OH

5,001-10,000 employees

Machinery Manufacturing

About the position

Kennametal Inc. is seeking a Senior Sales and Applications Engineer to join our team in the Cincinnati or Dayton, Ohio area. This position plays a crucial role in driving metal-cutting tool sales growth with both new and established customers. The successful candidate will be responsible for managing customer relationships, providing technical direction and support, and increasing productivity for our customers. This role requires a unique blend of technical knowledge and sales skills to achieve sales targets and build a strong presence in the territory. The Senior Sales and Applications Engineer will collaborate with various internal sales and support professionals to address customer initiatives and technical needs effectively. In this role, you will be expected to meet or exceed revenue targets by effectively providing metal cutting solutions that align with current and future market trends. You will generate, qualify, and manage all sales leads, prospects, and new customer accounts while proactively managing the complete sales process. This includes prospecting, qualification, consultative sales meetings, product demonstrations, pricing, terms negotiations, and sourcing. You will also develop and execute strategic territory plans focused on new product sales, ensuring timely responses to pre-sales technical and commercial queries from customers. Maintaining up-to-date customer and project records in CRM is essential to ensure a clean and healthy pipeline. You will actively collaborate with internal sales and support professionals, such as Application Engineers and Channel Partner Representatives, to provide value and a positive end-to-end customer experience. Additionally, you will perform online and onsite demonstrations of metal cutting products tailored to customer needs, conduct pre-sales workshops, webinars, and represent Kennametal at tradeshows and conferences. Your role will also involve delivering cost savings through analysis of complex application needs and providing recommendations to support customer business needs through tooling and application testing. You will prepare and present progress, status, and forecasting reports while participating in larger scope projects within the local or district geography. Supporting Machine Tool customers' initiatives, including turn-key projects, trainings, tooling packages, and certificate sales and support, will also be part of your responsibilities.

Responsibilities

• Meet or exceed revenue targets by providing metal cutting solutions that meet customers' needs.
• Generate, qualify, and manage all sales leads, prospects, and new customer accounts.
• Proactively manage the complete sales process, including prospecting, qualification, consultative sales meetings, product demos, pricing, and negotiations.
• 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 to provide value and a positive customer experience.
• Perform online and/or onsite demonstrations of metal cutting products tailored to customers' needs.
• Conduct pre-sales workshops, webinars, and other events within the territory.
• Represent and promote Kennametal at tradeshows, conferences, and other events.
• Deliver cost savings through analysis of complex application needs and provide recommendations.
• Prepare and present progress, status, and forecasting reports.
• Participate in and provide technical expertise in larger scope projects within the local or district geography.
• Support Machine Tool customers' initiatives and technical needs, including turn-key projects and tooling packages.

Requirements

• Technical degree or Degree in Business, Manufacturing and/or Engineering preferred.
• 5+ years of related industry experience, specifically 3+ years of technical sales and/or application experience.
• Advanced understanding of industry intricacies; influences product development and marketing strategies based on deep market insights.
• Leads in the creation and implementation of complex sales strategies; demonstrates high-level strategic thinking with focus on long-term success.
• Advanced technical expert who can manage complex issues and customize innovative solutions.
• Master of sales tactics; excels in negotiation and persuasion, consistently closing complex and high-value deals.
• Strategically develops key accounts; renowned for exceptional relationship building and maintaining significant long-term partnerships.
• Possess solid 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.