Key Account Manager - Defense Job at Kennametal (Remote)

Job Description

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.

Job Responsibility

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

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
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
Possess understanding and comfortability with diverse financial acumen
US Citizen or a US Permanent Resident

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Key Account Manager - Defense

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