Mining and Earthcutting Senior Sales Engineer

Kennametal, Inc.•Pittsburgh, PA

23d•Remote

About The Position

Kennametal Inc. is an industrial technology leader with over 85 years of experience, providing productivity solutions through materials science, tooling, and wear-resistant products. They serve customers in aerospace and defense, earthworks, energy, general engineering, and transportation industries. This role is office-in-home based in WV, PA, or OH and reports to the North America Mining Sales Manager.

Requirements

Physically capable of passing underground and surface mining safety certifications and working in an underground mining environment.
Ability to wear and/or carry at least 20 pounds of safety gear, including a self-rescuer and other mining gear.
Ability to perform crawling, climbing, kneeling, stooping, carrying, lifting, pushing, and pulling.
Willingness to work in environments with confined spaces, dust, loud noise, heights, and heat.
Possession of a driver's license and passport (Canada or Mexico).
3+ years of experience in the mining industry in the USA and/or Canada, with in-depth knowledge of mining applications and operations.
Bachelors degree required, or an associates degree in mechanical engineering or engineering technology.
10+ years of experience in mining operations in lieu of a degree.
Strong voice of customer skills and proficiency in assessing customer needs.
Competent understanding and communication of all products and technical information.
Ability to conduct required territory analysis and planning.
Ability to understand and communicate complex contract conditions and develop proposals.
Ability to work independently with little supervision.
Well-developed interpersonal skills.

Nice To Haves

3 years of successful sales experience preferred.

Responsibilities

Travel to North American mining locations, including underground and surface operations, and material processing sites.
Accompany customers to mine working faces (underground, surface, or in material processing sites).
Evaluate tool performance, assess cutting conditions, and establish value propositions at the working face with customers.
Support product recommendations, test procedures, and evaluation of product performance testing on-site with customers.
Serve as the primary customer interface for multiple assigned accounts in the mining industry within North America.
Achieve assigned annual sales goals by identifying and qualifying customer needs and selling products and services.
Maintain customer relationships with current accounts to defend business and expand market share.
Develop relationships at new accounts, including value selling, price discussions, and understanding inventory requirements.
Understand customer needs, business, technology, and product requirements to match Kennametal solutions.
Identify new sales opportunities at all buyer levels.
Collaborate with the Application Engineering team for in-field support and new product development testing.
Perform sales forecasting, account planning, and other sales administrative tasks.
Utilize customer relationship management (CRM) software for contacts, correspondence, competitive intelligence, and opportunity pipeline.
Demonstrate continuous improvement in technical, product, and selling skills.
Collaborate with inside sales and customer service team members.
Work with finance (AR) to bring overdue accounts current.