Key Account Manager - Defense

Kennametal Inc. USA • Latrobe, PA • 2h ago

Reference #: 1345170100 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 10,000 employees are helping customers in more than 60 countries stay competitive. Kennametal generated nearly $2.4 billion in revenues in fiscal 2019. Learn more at www.kennametal.com.Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.

Key Account Manager - Defense Location - Remote, anywhere within the US

Job Summary Kennametal is continuing to expand its Defense portfolio, so we are actively pursuing a highly motivated global sales professional to join our team who will have primary responsibility to identify opportunities in the global defense market focused around Armor Penetration, Ammunition, Fragments with an ability to partner with requirement creators, develop long-term relationships with integrators and execute on our Defense portfolio sales initiatives. 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 Defense products, strategy, programs, support, marketing, and training for key customers.

Key Job Responsibilities

Builds solid customer relationships with strategic large accounts typically involving complex global customers and multi-national enterprises.

Creates demand for the organization's products and services by raising the Kennametal 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.

Partners with regional segment team members who gather business intelligence and business trends to 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

Education/Experience:

Bachelor of Industrial Engineering, Mechanical Engineering, Materials Engineering, or related field preferred, MBA preferred

8-10 Years in related industries or materials

2-4 years of sales experience preferred

Previous military or law enforcement experience

Able to achieve secret level US DoD clearance

Knowledge of connected industries or solutions including specialty markets (armor plating, body armor, vehicle protection systems)

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

Functional/Technical Knowledge, Skills and Abilities Required:

Subject matter expert of KMT Inc and/or industrial consumables industry preferred

Data-driven, focused on results driven by strategy, thriving in a fast-paced fast growth organization

Demonstrable success as a leader, able to attract and recruit top sales talent, is adept at coaching and getting the best out of the team

Deep understanding of both the quantitative and qualitative aspects of a successful sales operation

Resilient and entrepreneurial spirit

Excellent listening, negotiation, and presentation skills

Excellent verbal and written communications skills

Transformational Leadership; challenging the status quo, and leading by example (Cultural beliefs, True North)

Ability to lead in a challenging and dynamic environment while managing risk

Effectively communicate in a highly collaborative environment

Ability to interpret market trends in a meaningful and actionable way

Being able to be proactive and provide strategy to mitigate future issues

Possess foresight and hindsight with ability to rely on historical @context - learning and incorporating into future plans/actions (proactive)

Comfortable influencing team decision making process

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