Senior Applications Specialist

1 month ago

Vadodara, Gujarat, India Kennametal, Inc. Full time

About Kennametal

Kennametal, Inc. is a leading industrial technology company that delivers productivity to customers through materials science, tooling, and wear-resistant solutions. With over 80 years of experience, the company has established itself as a trusted partner for customers across various industries, including aerospace and defense, earthworks, energy, general engineering, and transportation.

The company's mission is to help customers manufacture with precision and efficiency, and its employees strive to achieve this goal every day. With a global presence in nearly 100 countries, Kennametal has a significant impact on the manufacturing industry.

Job Summary:

  • To grow Kennametal's share in new and existing market segments.
  • Identify new business opportunities in segments and provide product and process solutions.
  • Applications specialists are regional resources that focus on new business opportunities through Process Optimization Services, CPR, and Projects in their respective territories.
  • They are business development engineers who focus on high-value opportunities, penetrate new product sales, drive sales engineers and distributor sales engineers training needs, conduct in-plant seminars, create new leads through cold calling, and successfully close opportunities identified in their respective segments within a defined timeframe.
  • They should set an example by selling Kennametal products on technical grounds by making successful product-process machining recommendations.
  • They should develop field sales engineers' competencies related to new products through training and on-the-job demonstration.
  • They should submit monthly reports as per the prescribed format to the Territory Manager, covering segment-related market intelligence.
  • They should submit a case study on the best trial conducted once a month for recommendation and circulation.
  • They should support sales engineers in important projects or for solving problems that require the highest level of technical expertise.
  • They should look for process re-engineering at customers' shop floors to retool up the spindles with Kennametal tools.
  • They should drive sales growth in identified low-share key accounts in their segment through POS, CPP, etc.

Key Job Responsibilities:

  • To grow Kennametal's share in the assigned segment through conversion and penetration, POS, Projects, etc. They are responsible for growth initiatives and application support for the segment.
  • Grow Kennametal's share in high-potential low-share key accounts.
  • Document five customers with TPR savings in INR.
  • Identify opportunities for new projects and generate sales growth in the segment.
  • Conduct one in-plant seminar per month and one DSE-level seminar per quarter.
  • Implement three Process Optimization services per quarter.
  • Identify and drive new business opportunities in existing customers and achieve sales growth for the respective segment.
  • Generate sales through new customers.
  • Generate new product sales through Conversion, Penetration, and Retention (CPR) actions.

Education, Work Experience, Skills, Certificates:

  • The incumbent should hold a Bachelor of Engineering degree or equivalent with specialization in Mechanical Engineering or Production Engineering.
  • They should have a minimum of 12 years of experience in cutting tool sales/application function or process engineering. Machine programming experience is an added advantage.
  • They should have sound knowledge on machining fundamentals, process design, process re-engineering, fundamentals of fixturing, etc.
  • They should be willing to travel and meet customers in various geographic locations.
  • Communication skill with good command in English (oral & verbal) is preferred for this position.
  • Experience: 8+ years in the engineering industry.
  • They should be a go-getter with self-motivation and a positive attitude.

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