Remote Sr Global Key Accounts Manager - Mining

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.

Position is fully remote from anywhere in the US. Travel of up to 75% is required.

Job Summary 

Builds, manages, and maintains effective long-term relationships with assigned global key account customer base to meet or exceed annual sales and profitability targets. Typically has a limited number of strategic accounts and cultivates relationships with customers at the management level (senior or executive), multiple functional leaders as well as local decision makers.  This role supports KMT territory-based sales representatives at local key customer sites as required and may own local accounts as required to drive success throughout key customer organization on global basis.  This position is responsible for identifying and developing new sales opportunities including contracts, discount structure and/or marketing programs. 

Key Job Responsibilities

• Builds solid customer relationships with strategic large accounts at all levels of the organization.
• 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.
• Partners with regional sales teams and local sales staff to develop and implement plans to execute sales strategies and programs for specific large, regional key/strategic large accounts.  
• Develop strategy, sales plans, budgets to achieve sales goals with Key Accounts in conjunction with regional and territory sales teams.
• Identifies new sales opportunities for growth within assigned accounts in conjunction with regional and territory sales teams.
• Leads development, communication and execution of key account strategies, successes, and challenges to improve position worldwide.
• Grow the key account business to achieve/exceed revenue, margin, and overall sales and margin targets.
• Manages local accounts for key accounts as required.
• Supports new product development programs 
• 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.
• Partners with segment marketing and management teams to gather business intelligence and business trends to help set strategy and create demand for organizations products & services.
• 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.)

Requirements

• Bachelor’s degree required; in engineering, sciences or business preferred. 
• Experience & knowledge of Mining Industry is required; 8-10 Years in related industries or materials preferred.
• 4-6 years of sales experience required; Large sales account management experience required.
• 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

  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.