At the forefront of advanced materials innovation for more than 75 years, Kennametal Inc. is a global industrial technology leader delivering 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 11,000 employees are helping customers in more than 60 countries stay competitive. Kennametal generated nearly $2.1 billion in revenues in fiscal 2017. Learn more at www.kennametal.com
SALES ENGINEER - (Territory - CO, UT, WY, KS, NE, ND, SD (CO preferred)
Work location: Remote (Office in home)
PURPOSE OF THE POSITION
Provides field service and sales activities (75% of job time) to gain/maintain market share and maximize sales and margins. Also, performs key tasks in support of product development programs (25% of job time) to enhance, rationalize and streamline the construction tool product portfolio in order to grow future sales and, at the same time, minimize manufacturing and operating costs as well as inventory and capital investment.
KNOWLEDGE AND EXPERIENCE
This position requires a Bachelor’s Degree in Business, Mechanical or Civil Engineering and 3 years experience or Associate/Technical degree with a minimum of 5 years manufacturing or engineering experience. Direct sales/service experience to end-user is preferred but not required. Minimum 3 years' related product knowledge and the ability to provide customer order engineering services for large, complex and strategically important orders.
The position requires excellent communication, interpersonal, listening and understanding skills. The ability to be able to ask questions to gather pertinent information and then problem solve. Have the ability to work under pressure and multi-task. Develop and maintain relationships with key clients / customers for the identified product group. Direct sales/service experience to end user is considered an asset. This position requires extensive travel in assigned territory, up to 70%.
Be PC literate in the Microsoft Windows environment. Self starter and punctual work habits are mandatory. A sound knowledge of record keeping and compiling data for field tests is necessary. Travel is required.
KEY JOB ACCOUNTABILITIES
Provides field service and sales activities (75% of job time) to gain/maintain market share and maximize sales and margins.
Assists, advises and trains customers utilizing Kennametal products to maximize customers’ productivity and machine uptime and reduce their operating costs, thereby growing sales.
Analyzes and provides solutions for difficult operating conditions/problems at customer job sites by specifying and applying Kennametal product and services.
Responds to and resolves problems/complaints at customers related to product quality/performance issues and/or delivery problems. Prepares and submits field claims on a timely basis to clearly identify problems so that corrective action can be swiftly taken by engineering/manufacturing/marketing.
In coordination with the responsible salesperson, coordinate contacts/visits potential or established customers to promote, sell and service Kennametal products.
Arranges, performs and monitors tests of Kennametal products against competitive similar items at customer job sites in order to demonstrate/prove the superior performance of Kennametal products and thereby grow sales.
Seeks, obtains and clearly reports general and specific information about trends in the marketplace so that quick responsive action can be taken to gain/maintain sales in the face of such developments. Such trends would include new machines and applications, changes in the customer base or work levels as well as threats/advances/inroads made by competitors.
Serves a key role in the launch of new products and services by communicating, demonstrating and providing literature and training to customers on the features and benefits as well as the application of new products and services.
Works with the end user organization to maintain proper and adequate stock/service levels at outlying warehouses. These activities would include participation in the routine forecasting and exception reporting process as well as visiting and monitoring of stocking locations.
Arranges, performs and monitors tests of new developmental products prior to launch in order to evaluate performance, provide feedback for necessary design/manufacturing revisions, and/or provide key data necessary for the creation of technical, training and promotional materials.
Participates in the routine training of new accounts and customers at training sessions/sales meetings or customer job sites.
Provides, conceives and communicates ideas for new products and services.
Performs key tasks in support of product development programs (25% of job time) to enhance, rationalize and streamline the construction tool product portfolio in order to grow future sales and, at the same time, minimize manufacturing and operating costs as well as inventory and capital investment.
Specific responsibilities are:
Provides necessary field support and information in connection with programs to rationalize, streamline and prune the product portfolio, including communication with supervisor and customers, product replacement projects, comparative testing of like products and actions to sell slow moving or obsolete inventory.
Prepares clear and comprehensive reports of weekly, monthly and quarterly activities to communicate key trends in the market, product performance, competitor activities, problems and opportunities and ideas to grow sales and profits.