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Manager Key Accounts-US

Location: 

In Home Office, PA, US

REQ ID:  33705

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, earthworks, energy, general engineering and transportation turn to Kennametal to help them manufacture with precision and efficiency. Every day approximately 9,000 employees are helping customers in more than 60 countries stay competitive. Kennametal generated nearly $1.9 billion in revenues in fiscal 2020. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.

 

Job Summary

Describe the purpose of the job

 

Builds, manages, and maintains effective long-term relationships with assigned large key account customer base to meet or exceed annual sales and profitability targets. Typically has a limited number of key/strategic accounts and cultivates relationships with clients at the management level (senior or executive) with a national focus.  This role supports KMT regional sales engineers and inside sales personnel at local key customer sites as required to drive success throughout key customer organization.  This position is responsible for identifying, developing, and closing new sales opportunities including contracts, discount structure and/or marketing programs. Serves as a primary interface for all products, strategy, programs, support, marketing, and training for key customers.

Key Job Responsibilities

List each key responsibilities in order of importance

  • Builds solid customer relationships with strategic large accounts typically involving complex national customer, multi-national enterprise and/or major global account.
  • Creates demand for the organization’s products and services by raising the KMT profile with customers.
  • Leads regular status and strategy meetings with the customer’s senior management team to align products/services with customer needs.
  • Addresses customer action items and concerns within timely manner.
  • Develop strategy, sales plans, budgets to achieve sales goals with Key Accounts.
  • Identifies new sales opportunities for growth within assigned accounts.
  • Gathers key customer input for new product development and communicates to product management team.
  • Supports new product development programs through identification of field trial sites and actively solicits key account customer feedback to support product launch and value proposition development.
  • Develops, drives, communicates strategies to close the sale and grow the business to achieve/exceed revenue, margin, and overall sales and margin targets.
  • Partners with regional segment management who gather business intelligence and business trends to set strategy and create demand for organizations products & services.
  • Partners with regional sales teams and local sales staff to develop implementation plans to execute sales strategies and programs for specific large, complex, regional key/strategic large accounts.  
  • Supports inside sales partners assigned to local key account sites.
  • Supports enterprise selling and global account initiatives and manage contacts and price harmonization.
  • Utilizes customer relationship management (CRM) tools to document and manage customer activity.
  • Completes required sales training modules (CRM, large account management, etc.)

 

 

 

 

 

 

 

Education , Work Experience, Skills, Certificates

Necessary to perform the job at the minimum acceptable level and preferred

 

 Minimum Level of Education (for Job)

High School

Associates/Technical

Bachelor’s Degree

Master’s Degree

PhD

 

 

  • 8-10 Years in related industries or materials
  • 2-4 years of sales experience preferred
  • Bachelor’s degree required; in engineering, sciences or business preferred. 
  • Knowledge of business unit industries is preferred:  construction, mining,  agriculture, forestry, recycling and/or snow blade market
  • Ability to create demand through insight, influencing, planning & organizing
  • Self-starter and self-sufficient requiring little supervision for decision making, account planning and advancing sales discussions
  • Excellent interpersonal skills including active listening and building trusting relationships.
  • Excellent business sense and decision-making skills leveraging data and strategic thinking.
  • Completion of structured selling courses / training program preferred

 

Years of Relevant Work Experience Required: 8-10 Years

 

Preferred Areas of Education, Certifications, and Skills:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Required Licenses & Certificates:

 

US driver’s license and authorization to work in United States (permanent resident or citizen)

 

(e.g. Driver’s License, Accounting Certification, Citizenship)

 

 

                              

Total Span of Control and Authority 

Reporting relationships, geographical scope, and level of management responsibility

 

 

Role Reports to – Manager Job Title:  Business Unit Vice President

People Management    

  No                    Yes

 

NONE

Direct Reports Job Title(s):

 

Geographical Scope Americas Region

Management Scope:   Single Unit / Department

Relationships

Nature and purpose of interactions – external & Internal

 

.Customers. Industry Experts.

External Relationships:

 

Commercial/sales teams.  Inside Sales. BU Leaders.  Marketing. Product Mgt.

 

Internal Relationships:

Travel, Physical Requirements, Working Conditions and Equipment

Time spent traveling & physical requirements, working conditions, and equipment used if applicable

 

Travel Required                  No     Domestic          Global                % of Time 50% - 80%

 

(Required in U.S. – Optional for other countries)

Physical Requirements

 

Carrying/Lifting

Climbing

Crawling

Kneeling/Stooping

Driving    

Standing  

Sitting

Walking  

Pushing/Pulling

 

 

 

 

Working Conditions

Office              

Laboratory

Plant Floor

Various Shifts 

Overtime, Weekends, & Holidays

Extreme heat/cold

Heights/Elevated Platforms

Confined Spaces

Dust/Fumes/Gases/Chemicals

Loud Noise

Equipment

Computer/keyboard

Safety Glasses

Safety Shoes

Hard Hat

Power Tools

Heavy Machinery

 

As part of our core values, Kennametal is committed to providing an inclusive and welcoming environment for all people.  We are an Equal Opportunity employer.


Nearest Major Market: Pittsburgh

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