Job Description
About Kennametal
With over 85 years as an industrial technology leader, Kennametal Inc. delivers productivity to customers through materials science, tooling and wear-resistant solutions. Customers across aerospace and defense, earthworks, energy, general engineering and transportation turn to Kennametal to help them manufacture with precision and efficiency. Learn more at kennametal.com. Follow @Kennametal: Instagram, Facebook, LinkedIn and YouTube.
Position: Mining and Earthcutting Senior Sales Engineer
Location: Office-in-home based in WV, PA, or OH
Reports to North America Mining Sales Manager
Key Responsibilities
• This role is expected to travel to North American mining locations and visit underground operations, surface mining operations, material processing sites and all other mining operations as required.
• Travel with customers to mine working face underground, on surface or in material processing site.
• Work with customers on evaluating tool performance, assessing cutting conditions and establishing values propositions at the working face underground or on surface including pits.
• Support the recommendation of products, test procedures and evaluation of product performance testing on-site with customer with or without support from Application Engineering team.
• Represent Kennametal as the primary customer interface for multiple assigned accounts for mining industry within North America.
• Attain assigned annual sales goals by identifying and qualifying customer needs and by selling products and services to new buyers.
• Maintain customer relationships with current accounts to defend current business and expand market share in the mining industry.
• Develop relationships at new accounts including value-selling, price discussions, inventory requirements and other customer needs.
• Understand customer needs, business, technology, and product requirements and appropriately match Kennametal solutions to meet customer needs.
• Identify new sales opportunities through Kennametal’s presence at all buyer levels.
• Work with Application Engineering team for in-field support and new product development testing.
• Perform sales forecasting, account planning and other related sales administrative tasks to grow assigned business profitably.
• Fully utilize customer relationship management (CRM) software processes including customer contacts, correspondence, competitive intelligence, opportunity pipeline and proven solutions.
• Show continuous improvements in technical, product and selling skills.
• Collaborate with inside sales and customer service team members as required.
• Works with finance (AR) to bring overdue accounts current.
Requirements:
This position requires:
• Physical capable of passing the underground and surface mining safety certifications and working in underground mining environment. This may involve wearing and/or carrying at least 20 pounds of safety gear including self rescuer and other mining gear.
• Crawling, climbing, kneeling, stooping, carrying, lifting, pushing and pulling.
• Confided spaces, dust, loud noise, heights, heat
• Drivers license and passport (Canada or Mexico).
Experience:
• 3+ years experience in mining industry in USA and/or Canada including in-depth knowledge of mining applications and operations.
• Bachelors degree required or an associates degree in mechanical engineering or engineering technology.
• Requires 10+ years experience in mining operations in lieu of degree.
• 3 years of successful sales experience preferred
• 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.
Kennametal Inc. is an Equal Employment Opportunity employer.