Sr Key Account Specialist-India

About Kennametal

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 and defense, earthworks, energy, general engineering and transportation turn to Kennametal to help them manufacture with precision and efficiency. Every day approximately 8,700 employees are helping customers in nearly 100 countries stay competitive. Kennametal generated $2.1 billion in revenues in fiscal 2023. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.

Job Summary

Describe the purpose of the job:

• To drive new sales and retain key accounts in the assigned territory by providing technical and field support for Tungsten Carbide wear parts used in Rotary Drilling and DTH applications within the mining industry.
• Expand Kennametal offerings beyond India by adding new customers and increasing share of wallet through successful product trials

Key Job Responsibilities

• Manage key accounts within the assigned territory; role based in Hyderabad.
• Develop and execute strategic sales plans to achieve revenue and margin targets.
• Demonstrate strong application knowledge and technical capabilities to support customers.
• Promote Tungsten Carbide compacts for Rotary Drilling and DTH applications and manage high-volume accounts.
• Identify and develop new business opportunities; lead negotiations and finalize long-term contracts.
• Collaborate closely with internal stakeholders including Plant, R&D, Engineering and Finance.
• Apply industry knowledge, data analysis skills and strong account management to drive growth in a fast-paced environment.
• Assess customer needs and develop appropriate sales strategies.
• Drive YOY sales growth and new business development within assigned accounts.
• Support team sales initiatives by sharing relevant customer and market information.
• Utilize CRM tools (MS Dynamics) for account and sales management.
• Conduct field trials, resolve customer complaints, gather competitive intelligence, and deliver product seminars/training.
• Perform complex analyses and provide recommendations to support business objectives.
• Prepare regular progress, status and forecast reports.
• Manage receivables effectively and maintain required DSO.

Education, Work Experience, Skills, Certificates

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

• Bachelor’s degree in mechanical or industrial engineering; MBA preferred.
• 10–15 years of experience in sales, key account management, industrial sales, and wear products, including experience working with mining customers for Tungsten Carbide Compacts, PTA powders, and HF rods.
• Strong value-selling capabilities with a winning and growth-oriented mindset.
• Ability to understand and communicate product and technical information effectively to customers.
• Proven ability to assess customer needs, conduct trials at customer sites, and generate detailed trial reports.
• Demonstrated selling and negotiation skills.
• Willingness to travel extensively within the assigned territory (over 70%).

About Kennametal

With over 85 years as an industrial technology leader, Kennametal Inc. delivers productivity to customers through materials science, tooling and wear-resistant solutions. Customers across aerospace and defense, earthworks, energy, general engineering and transportation turn to Kennametal to help them manufacture with precision and efficiency.  Learn more at kennametal.com. Follow @Kennametal: Instagram, Facebook, LinkedIn and YouTube.

Equal Opportunity Employer