Key Account Manager

2 weeks ago

Hyderabad, Telangana, India Kennametal Full time

Kennametal Inc. is seeking a highly skilled Key Account Manager to join our team. As a Key Account Manager, you will be responsible for achieving sales plans and margin targets for our Aerospace business.

Key Responsibilities:

  • Achieve sales plan and margin targets set at the start of the financial year for Aerospace business.
  • Provide workout for yearly plan, quarterly forecasts, and monthly projections.
  • Cater to direct accounts for commercial and technical requirements to deliver business growth.
  • Manage channel partners as per channel partner program and grow channel business.
  • Provide training to distributor engineers and ensure skill levels are upgraded.
  • Map aero customers in CRM database and create a robust opportunity pipeline with clear identification for Aero components.
  • Identify new and upcoming Aerospace customers in assigned geographical region & map to CRM.
  • Develop robust relationships at top management and plant persons of customers.
  • Carry out competitor mapping and carve target business area, in sync with data in CRM.
  • Provide technical assistance to customers for product prove-out and trouble shooting.
  • Create tool performance reports for actual and forecast cases.
  • Workout quotation for special items with custom solution departments & meet technical requirements of customers.
  • Create project proposals and generate requirements for E2E machining for aero components. If required, take support of Engineered Solution Group (ESG) & Target account conversion (TAC) team.
  • Follow through new leads provided and validate same for closure & new business.
  • Follow through complaint management process and minimize issues in customer service.
  • Ensure collections as per the approved payment period & keep DSO in control.
  • Ensure thorough knowledge of complete product portfolio and upgrade customers with innovation products to meet new product target.
  • Provide feedback on market needs & product upgradations.
  • Compliance: Completion of BECC on time, accurate expense reporting & adhering to SOP for additional discount requests (ADR).
  • Collaborating with all the support functions to perform the role and responsibilities
  • Handling the team under the ASM as 'Mentor' and support the overall objective of the territory and the organization
  • Support the Sales Head in analyzing the market and providing feedback on the Market, Competition and Customer trends
  • Support the organization in strategy building and implementation
  • Help Sales Head in formalizing the objectives/goals for ASM's reportees for the FY and contribute constructively by providing feedback to the reportees and receiving feedback from the SH.
  • Responsible for individual KRA's and contribute for the team's KRA & ensuring that the PPM Rating is completed on time in conjunction with the SH.

Required Skills and Experience:

  • An engineering graduate in Mechanical or Industrial Production with min. 10 ~ 12 years of experience in Sales/Application, preferably metal cutting products and working in a technical manufacturing environment.
  • Should be competent in understanding and communicating all product and technical information.
  • Able to assess customer needs competently. Computer literate with good presentation skills and a lot of drive/energy to bring co-ordination and cohesiveness amongst all functions to implement the decided strategies and achieve sales plan.
  • Strong communication skills.
  • Should be willing to travel extensively.
  • Should be willing to work with cross-functional teams to meet customer needs.

Kennametal is an equal opportunity employer.

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