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At the forefront of advanced materials innovation for more than 75 years, Kennametal Inc. is a global industrial technology leader delivering productivity to customers through materials science, tooling and wear-resistant solutions. Customers across aerospace, earthworks, energy, general engineering and transportation turn to Kennametal to help them manufacture with precision and efficiency. Every day approximately 11,000 employees are helping customers in more than 60 countries stay competitive. Kennametal generated nearly $2.1 billion in revenues in fiscal 2017. Learn more at www.kennametal.com

Job Summary

 

This position actively identifies, qualifies, & sells Kennametal products via phone, email, online chat, & e-commerce.  Attain assigned volume for an assigned geographic area. Promote Kennametal products to existing and prospective customers to achieve sales and margin goals, new sales, and retain existing sales within assigned accounts; results reviewed monthly.  This role possesses an in-depth knowledge of company policies, product lines, technology, and company-endorsed marketing and selling methods. 

 

Key Job Responsibilities

 

Attain assigned sales volume and margin objectives by identifying, qualifying and selling business to current customers and new buyers and by responding to caller inquires and proactively seeking opportunities.

Accountable for achieving incremental sales set during each FY business plan.

Identify and close short-term sales opportunities.

Collaborate with outside sales to gain lead insight, perform sales forecasting, account planning and other related sales tasks to grow assigned business profitably as assigned by Inside Sales Supervisor and/or Regional Sales Manager.

Accountable for achieving overall sales and margin objectives for assigned geography.

Transition accounts to outside sales as sales thresholds are met and/or exceeded.

Identify and qualify leads. Initiate proactive approach of customer relationship management process. (Microsoft dynamics / CRM)

Leverage SAP to quote price and availability and ask for and enter orders resulting from proactive phone calls.

Manage 20 – 25 outbound calls and emails to an assigned customer base daily.

Active outbound calling to acquire new customers and build the company’s book of business.

Team with Outside Sales reps to qualify leads and win new business when on-site coverage is required to close the deal.

Maintain internal & external relationships, actively sell and focus on increasing share of wallet with small / medium sized customers.

Monitor customer buying habits and proactively identify ways to maintain and increase volume of customer orders (e.g., order reminders, suggestive selling).

Field inbound calls and qualify e-commerce leads.  Enter orders as needed.  Complete quotes. Update pricing sheets.

Support Outside Sales reps in setting up customer meetings & attend customer meetings as needed.

Collaborates with Sales Support Lead to close sales.

 

Education, Work Experience, Skills, Certificates

 

Associates degree in Business, Industrial related field or prior Industrial Sales experience Preferred – Required to learn Metal Cutting Tooling.

3 - 5 years’ successful experience in Customer Service or Sales functions with inside sales data analytics.

At least 3 years of successful experience in Inside sales and/ or Customer service required

Proficient in call center communications

Proficient in key sales techniques (patience, understanding needs, persuasion, upselling, and overcoming objections.)

Proficient in using computer applications, including telephone and software applications

Firm command of understanding Kennametal product information

Firm command of assessing customer needs relative to Kennametal products

Able to work independently & on a team, confidently with little supervision

Strong organizational skills

Experience with SAP, CRM, and Microsoft Office

Bilingual a plus

 

Relationships

 

Heavy interaction with external customer via phone, sales, product marketing, customer service, plants, finance.


Nearest Major Market: Pittsburgh

Job Segment: Engineer, Outside Sales, ERP, Sales Rep, Sales, Engineering, Technology