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Celebrating its 80th year as an industrial technology leader, Kennametal Inc. delivers 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 10,000 employees are helping customers in more than 60 countries stay competitive. Kennametal generated nearly $2.4 billion in revenues in fiscal 2018. Learn more at www.kennametal.com.
 

 

 

 

Job Title: Inside Sales Supervisor - Cutting Tools & Metalworking

Geographic area: Latrobe, PA.

Work site location: Latrobe, PA.

 

Job Summary

This position is a supervisory technical inside sales position actively identifying, qualifying, & selling metalworking products while supervising and mentoring a team of inside technical sales reps. Promote Kennametal metalworking products to existing and prospective customers to achieve sales and margin goals, new sales and retain existing sales within assigned accounts.  Attain assigned volume by identifying, qualifying, and selling business via telephone, fax, email, online chat and in person.  This supervisory role possesses an in-depth knowledge of company policies, product lines and company-endorsed marketing and selling methods.  This supervisory sales role utilizes telephone and software applications to sell the breadth of the Kennametal product line to an assigned list of current customers and prospects. This position reports to the Customer Application Support Global Manager.  Frequency of contact, sales growth, gross profit margin, promotional product sales and results of personal visits will be reviewed monthly.

 

Key Job Responsibilities

  • Attain assigned volume and margin objectives by identifying, qualifying and selling business to current customers and new buyers and by responding to caller inquires.
  • Accountable for achieving incremental sales set during each FY Americas Industrial business plan.
  • Identify and close short-term sales opportunities.
  • Perform sales forecasting, account planning and other related sales administrative tasks to grow assigned business profitably.
  • Responsible for daily supervision of Inside Tech Sales team and all aspects as they relate to the Tech Sales Account Representatives including, but not limited to:
  • Supervise daily Tech Sales Account Representatives activities.
  • Manage measurement/tracking of incremental sales for each of the Tech Sales Account Representative’s assigned territories to ensure achievement of sales objective commitments.
  • Manage task prioritization, sales metrics, opportunities & threats and suggests solutions/improvements.
  • Accountable for achieving overall sales and margin objectives for Industrial North American Tech Sales Region. (assigned geography TBD). 
  • Supervise promotion of products to achieve North American Tech Sales Region margin goals.  Report trends and adjustment recommendations.
  • Supervise qualified leads. Initiate proactive approach of customer relationship management process. (Microsoft dynamics / CRM)
  • Manage customer and prospect analysis activities and planning to enable appropriate allocation of value-added time investment & timely communication up & across the organization.
  • Execute yearly quota analysis and planning and ensure Sales Incentive Plans are complete and coordinate with manager & finance.
  • Access SAP to quote price and availability and ask for and enter orders resulting from proactive phone calls.
  • Provide daily/weekly/monthly product and service skills training to team members.
  • Manage 20 – 25 outbound calls and emails to an assigned customer base daily
  • Support the roll-out of Tech Sales direct marketing programs of standard and specially designed literature, reports, letters and promotional materials directed toward assigned customer base.

 

Requirements

  • Bachelor’s degree in Business, Industrial related field or prior Industrial Sales experience – Cutting Tool knowledge necessary.
  • Minimum of five (5) years’ successful experience in Customer Service or Sales functions with Supervisory responsibilities driving KPIs, EBIT impact, inside sales data analytics.
  • At least 3 years of successful experience in telemarketing required.
  • Excellent mentoring, coaching & people management skills.
  • 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 utilize portfolio organization and time management skills
  • Able to work independently and confidently with little supervision as member of the Tech Sales team
  • Strong organizational skills
  • Experience with SAP, CRM, and Microsoft Office
  • Bilingual a plus

Equal Opportunity Employer


Nearest Major Market: Pittsburgh

Job Segment: Metallurgy, Manager, ERP, Engineer, Manufacturing, Sales, Management, Technology, Engineering