Key Account Specialist-India
At a glance
Mid-level Account Management role at Kennametal. Rajkot.
Pay not stated Account Management salary
growthroles summary, based on the employer's posting.
What you'll do
- Grow channel sales by working with distributors to meet their goals and expand business
- Track monthly sales, market conditions, competitor moves and growth plans in written updates
- Find account potential, plan sales and profitability, then execute strategies against assigned targets
- Identify new projects, match opportunities to products and present them as profitable solutions
- Advise customers on product use, resolve job-site issues and pursue larger opportunities through CAP
What you bring
- An engineering degree in mechanical or industrial production, plus eight to twelve years in sales or applications
- At least one year of successful channel sales work, with business growth of three times IIP
- Experience developing distributor-end DSE teams to support channel growth
- Strong technical product communication, customer assessment and presentation skills
Who this fits
This Rajkot-based role suits an experienced technical sales professional comfortable with distributor channel growth and customer problem-solving. Extensive travel is expected, along with close work across functions and with customer teams.
From the employer
About Kennametal
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 to Kennametal to help them manufacture with precision and efficiency. Every day approximately 8,700 employees are helping customers in nearly 100 countries stay competitive. Kennametal generated $2.1 billion in revenues in fiscal 2023. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.
Assistant Manager Sales
Location: Rajkot
Education & Relevant Experience (in brief):
- 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.
- Strong administrative/communication skills.
- 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 Sales to 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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