Key Account Specialist-US

Kennametal, Inc.•Lynchburg, VA

13d•$80,000 - $95,000•Hybrid

About The Position

Kennametal is seeking machinists and programmers with hands-on machining and CNC programming experience who want to move into a professional sales role. The position drives metal-cutting tool sales growth with new and established customers and machine-tool customers by managing relationships, providing technical direction and support, and improving customer productivity. It combines technical knowledge and sales skills to achieve sales targets, build territory presence, and develop a pipeline, while partnering with internal sales and support professionals to address customer initiatives and technical needs. The role focuses on challenges involving CNC machining, milling, and lathe applications. It is based from a home office within the assigned Virginia territory, with at least 80% of the week spent in the field at customer locations. The territory is mainly within commuting distance, though some overnight travel is required each month. The role requires travel throughout Virginia, and a company vehicle is provided. Compensation includes a base salary of $80,000–$95,000 annually plus a performance-based sales incentive bonus; benefits begin on day one.

Requirements

At least 3 years of related CNC machining industry experience.
Proficiency in product knowledge, applications, and troubleshooting, with the ability to tailor solutions to customer needs.
Solid understanding of industry dynamics and the ability to align product solutions with customer needs and industry trends.
Competence in sales techniques, including advanced objection handling and closing strategies, and the ability to adapt approaches to different customer types.
Ability to independently execute strategic sales plans, contribute to strategy development, and meet targets through effective planning.
Solid critical-thinking, presentation, and administrative skills.
Excellent communication skills and the ability to explain complex technical concepts to technical and non-technical audiences.
Customer-focused mindset, passion for problem-solving, and commitment to exceptional service.
Attention to detail when managing contract reviews and discussing project specifications.
Creative and persuasive approach, with the ability to think tactically and strategically.
Collaborative team-player skills and ability to work effectively across departments.
Must be located in Virginia and able to travel throughout the state.

Nice To Haves

Technical degree or degree in business, manufacturing, and/or engineering.
1–2 years of technical sales and/or application experience.

Responsibilities

Meet or exceed revenue targets by providing metal-cutting solutions aligned with customers’ needs and objectives and with current and future market trends.
Generate, qualify, and manage sales leads, prospects, and new customer accounts.
Manage the complete sales process, including prospecting, qualification, consultative sales meetings, product demonstrations, pricing, terms negotiations, and sourcing.
Develop and execute strategic territory plans to deliver revenue goals, with a focus on new product sales.
Provide timely responses to customers’ pre-sales technical and commercial questions.
Maintain current customer and project records in CRM to support a clean, healthy pipeline.
Collaborate with internal sales and support professionals, including Application Engineers, Channel Partner Representatives, and Inside Sales, to deliver a positive customer experience.
Conduct online and onsite demonstrations of metal-cutting products tailored to customer needs.
Conduct pre-sales workshops, webinars, and other online or onsite territory events.
Represent and promote Kennametal at territory tradeshows, conferences, and other events.
Deliver cost savings by analyzing complex application needs and recommending tooling and application testing to support customer business needs.
Prepare and present progress, status, and forecasting reports.