Sr. Sales and Applications Engineer

Kennametal - Cincinnati, OH

Full-time - Mid Level

Cincinnati, OH

5,001-10,000 employees

Machinery Manufacturing

About the position

The Sr. Sales and Application Engineer position at Kennametal is a pivotal role responsible for driving sales growth in metal-cutting tools through both new and established customer relationships. This position requires a unique blend of technical knowledge and sales acumen to effectively meet and exceed revenue targets. The engineer will engage with customers directly and indirectly, providing essential technical direction and support to enhance productivity and efficiency in their operations. The role is designed to foster strong territory presence and build a robust sales pipeline by understanding current and future market trends and aligning them with customer needs. In this role, the engineer will be tasked with generating, qualifying, and managing all sales leads and prospects, ensuring a proactive approach to the complete sales process. This includes consultative sales meetings, product demonstrations, pricing negotiations, and sourcing. The engineer will also develop and execute strategic territory plans aimed at achieving revenue goals, particularly focusing on new product sales. Maintaining accurate customer and project records in the CRM system is crucial for ensuring a clean and healthy sales pipeline. Collaboration is key in this position, as the engineer will work closely with various internal sales and support professionals, including Application Engineers and Channel Partner Representatives, to provide a seamless customer experience. The role also involves conducting pre-sales workshops, webinars, and demonstrations tailored to customer needs, as well as representing Kennametal at tradeshows and conferences. The engineer will analyze complex application needs to deliver cost-saving solutions and provide technical expertise in larger scope projects, ensuring that customer initiatives are supported effectively.

Responsibilities

• Meet or exceed revenue targets by providing metal cutting solutions that align with customer 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 achieve 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 enhance 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 events.
• Deliver cost savings through analysis of complex application needs and provide recommendations.
• Prepare and present progress, status, and forecasting reports.
• Participate in larger scope projects within the local or district geography, providing technical expertise.
• 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 influencing product development and marketing strategies.
• Leads in the creation and implementation of complex sales strategies with a focus on long-term success.
• Advanced technical expert capable of managing complex issues and customizing innovative solutions.
• Master of sales tactics with strong negotiation and persuasion skills, consistently closing high-value deals.
• Strategically develops key accounts and maintains significant long-term partnerships.
• Solid critical thinking, presentation, and administrative skills.
• Excellent communication skills to explain complex technical concepts to diverse audiences.
• Customer-focused mindset with a passion for problem-solving and delivering exceptional service.
• Detail-oriented to manage contract reviews and project specifications.
• Creative and persuasive with the ability to think tactically and strategically.
• Collaborative team player able to work effectively across all departments.