Head - MTI Sales

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.

Roles and Responsibilities 

• Analyze market, competition, and customer trends and accordingly allow these to impact strategy.
• Develop Strategy along with the Sales Director in collaboration with the stakeholders.
• Participate in Global discussions to understand and learn best practice sharing from other countries.
• Collaborate and work with the team for Strategy documentation.
• Communication to the stakeholders on the Strategy, periodically
• Work closely with MTI sales engineer and MTI customers to support project application.
• Develop sales plans for the financial year (Quota)
• Develop plans customer/distributor and SE wise for the financial year.
• Evaluate the gaps, if any for addition of distributors for meeting the sales plan (Underrepresented and Un represented)
• Forecasting quarterly basis for the sales/customer wise
• Develop Monthly Reports - Update on Progress made which includes local and global initiatives.
• Develop monthly review mechanism with the sales team to track the performance and facilitate growth.
• Develop Initiatives for driving profitable growth the MTI.
• Monitor the sales opportunities on monthly basis using CRM as the tool.
• Evaluate the data given by the sales engineers for submitting the tool proposal and support sale engineer in understanding the project requirement by discussing with MTI customer.
• Partnering with MTI sales executives to plan, prepare and execute on strategic deals in complex sales cycles.
• Supporting MTI sales executives with solution selling into customers.
• Co-ordinate with Sale team / Product Management / ESG / CSD / Manufacturing and develop a value proposal for customer.
• Attending the DAP (Design Approval Process) with customer to get the tool design approval to start the manufacturing tools.
• Evaluation of quality parameter for the proposal and working of best CPC to finalize the project order. Communicate the importance of SAFETY, Ethics and Integrity to the sales team.
• Ensure BECC and required trainings completion.
• Review account receivables past due and work with Finance and Channel Mgmt. if it is Channel business to control and maintain as per the contract terms.
• Collaborate with the channel manager for policy adherence, contract management, ratings and payout.
• Drive Development goals by addressing the needs of the individual to meet the organizational goals.
• Identify talent pool and create inventory by collaborating with HR ( High Potential and Core Team)

Equal Opportunity Employer