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Technical Sales Specialist for Metal Cutting Solutions
2 months ago
With a legacy spanning over 80 years, Kennametal Inc. stands as a leader in industrial technology, providing enhanced productivity through advanced materials science, tooling, and wear-resistant solutions. Our diverse clientele in sectors such as aerospace, defense, earthworks, energy, general engineering, and transportation relies on Kennametal for precision and efficiency in manufacturing. Our dedicated workforce of approximately 8,700 employees operates in nearly 100 countries, ensuring our customers remain competitive in their respective markets.
Position Overview: Technical Sales Specialist
Location: Charlotte, NC
Role Summary
The Technical Sales Specialist is tasked with driving growth in metal-cutting tool sales by engaging with both new and existing customers, whether directly or through Machine Tool channels. This role emphasizes the importance of managing customer relationships, offering technical guidance, and enhancing productivity for our clients. By blending technical expertise with sales acumen, the Specialist aims to meet sales objectives while establishing a robust presence in the territory. Collaboration with various internal sales and support teams is essential to address customer initiatives and technical requirements effectively.
Key Responsibilities
- Achieve or surpass revenue goals by:
- Delivering tailored metal cutting solutions, informed by current and anticipated market trends, to fulfill customer needs and objectives.
- Generating, qualifying, and nurturing all sales leads, prospects, and new customer accounts.
- Proactively overseeing the entire sales cycle, including prospecting, qualification, consultative meetings, product demonstrations, pricing discussions, and negotiations.
- Formulating and implementing strategic territory plans aimed at achieving revenue targets, particularly for new product sales.
- Providing prompt responses to pre-sales technical and commercial inquiries from clients.
- Maintaining accurate customer and project records in CRM systems to ensure a healthy sales pipeline.
- Collaborating with internal sales and support teams, including Application Engineers and Channel Partner Representatives, to deliver exceptional customer experiences.
- Conducting online and/or onsite demonstrations of metal cutting products tailored to client needs.
- Facilitating pre-sales workshops, webinars, and other events within the designated territory.
- Representing Kennametal at trade shows, conferences, and other relevant events.
- Identifying cost-saving opportunities through analysis of complex application requirements and providing actionable recommendations.
- Preparing and presenting reports on progress, status, and forecasts.
- Supporting Machine Tool clients with their initiatives and technical needs, including turnkey projects, training, tooling packages, and sales support.
- Engaging with internal sales professionals, including Application Engineers and Product Management, to enhance customer experiences.
- Assisting builders with project requirements and offering recommendations based on complex application analyses.
- Technical degree or degree in Business, Manufacturing, or Engineering preferred.
- 3+ years of relevant industry experience, including 1-2 years in technical sales or application roles.
- Strong product knowledge, including applications and troubleshooting; ability to customize solutions for customer needs.
- Solid understanding of industry dynamics; effectively aligns product offerings with customer requirements and market trends.
- Proficient in various sales techniques, including advanced objection handling and closing strategies; adaptable to different customer profiles.
- Independently executes strategic sales plans; contributes to strategy development and meets targets through insightful planning.
- Strong critical thinking, presentation, and administrative skills.
- Excellent communication abilities, capable of conveying complex technical concepts to both technical and non-technical audiences.
- Customer-centric mindset with a passion for problem-solving and delivering outstanding service.
- Detail-oriented with the ability to manage contract reviews and discuss project specifications.
- Creative and persuasive, capable of thinking at both tactical and strategic levels.
- Collaborative team player, effective across all departments.
