Key Account Specialist-India

Kennametal Stellite Inc.; Pune District; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Kennametal Inc. in Pune is seeking an experienced sales professional to drive channel sales for metal cutting products in a demanding manufacturing environment.

You will train distributor teams, map market potential, and execute strategies to grow revenue while coordinating across internal functions. The role requires 8–12 years in sales/applications, strong communication and presentation skills, and willingness to travel extensively to support customers and drive outcomes.

Qualifications

• Engineering graduate in Mechanical or Industrial Production with 8-12 years in Sales/Application in metal cutting products or related technical manufacturing environment.
• Competent in understanding and communicating all product and technical information.
• Able to assess customer needs competently.
• Computer literate with good presentation skills and high energy to coordinate across functions to implement strategies and achieve sales plans.
• Willing to travel extensively.
• Willing to work with cross-functional teams to meet customer needs.

Responsibilities

• Drive Channel Sales to achieve their goals.
• Prepare monthly reports on sales volume, highlights, business conditions and growth initiatives.
• Should have handled Channel Sales for a minimum of one year, growing the business 3X IIP.
• Train and develop a team of DSEs at the Distributor end for channel sales growth.
• Experience in regional seminars/roadshows is an added advantage.
• Be a self-starter with strong teamwork and continuous learning.
• Map market potential and plan account sales and profitability.
• Execute strategies to achieve targets and ensure profitability.
• Manage lead generation and track opportunities, aligning them with the product portfolio.
• Present and demonstrate new technology and products to potential customers.
• Monitor competition and devise counter strategies.
• Assist and train customers in using Kennametal & Kennametal & Widia products to maximize productivity and reduce operating costs.
• Analyze and propose solutions for tough operating conditions at customer sites by applying Kennametal & Widia products and services.
• Identify and pursue new opportunities and drive large projects through CAP.
• Respond to and resolve customer problems related to product quality or delivery.
• Conduct at least 4 successful TPRs per month and upload results.

Skills

Sales aptitude

Communication skills

Presentation skills

Travel willingness

Team collaboration

Education

Mechanical/Industrial Engineering degree

Tools

MS Office / Presentation tools

Job description

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With over 80 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 toKennametalto help them manufacture with precision and efficiency. Every day approximately8,700 employees are helping customers in nearly 100 countries stay competitive.Kennametalgenerated$2.1 billionin revenues in fiscal 2023. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.

Location: Pune

• Engineering graduate in Mechanical OR Industrial Production with 8 to 12 years of experience in Sales / Application, preferably metal cutting products and working in technical manufacturing environment.
• Should be Competent in understanding and communicating all product and technical information.
• Able to assess customer needs competently.
• A computer literate with good presentation skills and lot of drive/energy to bring co-ordination and cohesiveness amongst all functions to implement the decided strategies and achieve sales plan.
• Should be willing to travel extensively.
• Should be willing to work with cross functional teams to meet customer needs.

Desired skills and experience:

• Passion to work in a challenging work environment
• Positive attitude & Self-motivated.
• Excellent communication and listening skills
• Good influencing skills
• Hands-on and can-do attitude - high energy, positive, deadline-driven, dependable with an ability to deliver results with aggressive deadlines.
• Deployment of KVBS, Six Sigma, Lean & Business excellence methodologies
• Strong presentation skills when communicating with external and internal audiences.
• He should have ability to effectively grow and maintain strong relationship with various functional groups of the client base and should be able to apply creativity and innovation in approach and implementation.
• He should have excellent business acumen, financial, negotiating skills as well as have strong interpersonal, communications skills & Excellent Execution Capabilities.

Key Responsibilities:

• Responsible for driving Channel Salesto achieve their goals.
• Prepare monthly report on sales volume, highlights, business conditions, competitor activities and growth initiatives.
• Should have handled Channel Sales for a minimum of one year period successfully growing the business 3X IIP.
• Should have trained and developed a team of DSEs at the Distributor end for growth of channel sales in the market.
• Having conducted Regional Seminars/Roadshows would be an added advantage.
• Should be a self-starter and enjoys extensive team work and learning throughout.
• Mapping market potential and planning account sales and profitability.
• Preparing and executing strategies to achieve pre-set targets and ensuring profitability.
• Administering lead generation, tracking information on new projects/opportunities, matching available opportunities in the market with company product portfolio and presenting the same as a profitable business solution.
• Managing presentations and demonstrations on new technology and products for potential new business.
• Monitoring competition and devise effective counter strategies.
• Assists, advises and trains customers utilizing Kennametal / Kennametal & Widia products to maximize customers’ productivity and machine uptime and reduce their operating costs, thereby helping our customers grow market share and ultimately growing KENNAMETAL & WIDIA sales
• Analyzes and provides solutions for difficult operating conditions/problems at customer job sites by specifying and applying KENNAMETAL & WIDIA product and services.
• Identifying & exploring new opportunities and driving big projects through CAP (Customer Acquisition Process).
• Respond to and resolve problems/complaints at customers related to product quality/performance issues and/or delivery problems
• Should be able to conduct min 4 Successful TPRs per month and upload in the system

Equal Opportunity Employer

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