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Sr Key Account Specialist-India

Location: 

Hyderabad, TG, IN

REQ ID:  42636

Kennametal Inc. (NYSE: KMT) brings together materials science, technical expertise, innovative thinking and superior customer service to help the world fly, drive, power and build. Our tools, materials and wear-resistant solutions enable customers to run longer, cut faster and machine with greater precision. Kennametal is built for performance, and every day approximately 8,700 employees are helping customers in more than 60 countries stay competitive. Kennametal generated $2.0 billion in revenues in fiscal 2022.

Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.

Job Description for Area Sales Manager - Aerospace

 

  • Achieve Sales plan and Margin targets set at the start of financial year for Aerospace business.
  • Provide workout for Yearly plan, Quarterly forecasts, and Monthly projections.
  • Cater to Direct accounts for commercial and technical requirements to deliver business growth.
  • Manage channel partners as per Channel partner program and grow channel business.
  • Provide training to Distributor engineers and ensure skill levels are upgraded.
  • Map aero customers in CRM database and create a robust opportunity pipeline with clear identification for Aero components.
  • Identify new and upcoming Aerospace customers in assigned geographical region & map to CRM
  • Develop robust relationships at top management and plant persons of customers.
  • Carry out competitor mapping and carve target business area, in sync with data in CRM.
  • Provide technical assistance to customers for product prove-out and trouble shooting.
  • Create Tool performance reports for actual and forecast cases.
  • Workout quotation for Special items with custom solution departments & meet technical requirements of customers.
  • Create project proposals and generate requirements for E2E machining for aero components. If required, take support of Engineered Solution Group (ESG) & Target account conversion (TAC) team.
  • Follow through new leads provided and validate same for closure & new business.
  • Follow through complaint management process and minimize issues in customer service.
  • Ensure collections as per the approved payment period & keep DSO in control.
  • Ensure thorough knowledge of complete product portfolio and upgrade customers with Innovation products to meet new product target.
  • Provide feedback on market needs & product upgradations.
  • Compliance: Completion of BECC on time, Accurate Expense reporting & adhering to SOP for additional discount requests (ADR).
  • Collaborating with all the support functions to perform the role and responsibilities   
  • Handling the team under the ASM as “Mentor” and support the overall objective of the territory and the organization
  • Support the Sales Head in Analyzing the market and providing feedback on the Market, Competition and Customer trends 
  • Support the organization in Strategy building and implementation
  • Help Sales Head in formalizing the objectives/ Goals for ASM’s reportees for the FY and contribute constructively by providing feedback to the reportees and receiving feedback from the SH.
  • Responsible for individual KRA’s and contribute for the team’s KRA & ensuring that the PPM Rating is completed on time in conjunction with the SH.

 

Education & Relevant Experience

 

  • An engineering graduate in Mechanical OR Industrial Production with min. 10 ~ 12 years of experience in Sales / Application, preferably metal cutting products and working in a technical manufacturing environment.
  • Should be competent in understanding and communicating all product and technical information.
  • Able to assess customer needs competently. Computer literate with good presentation skills and a 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.

Equal Opportunity Employer


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