Kennametal

• Manage key accounts and develop customer relationships • Provide solutions to meet customer needs • Collaborate with engineering and sales teams to drive business growth

• Lead demanding technical/commercial consultations with our customers in close collaboration with customer service, product management, and application engineers to ensure the highest customer satisfaction. • Actively drive the acquisition and identification of new customers and open up new customer segments with our Kennametal products. • Independently manage the entire sales process from your home office through regular customer visits within your sales territory. • Confidently lead the preparation of offers and bidding processes, taking on negotiation of awards and contracts until successful completion. • Impress our current and potential customers during presentations, symposiums, or trade shows. • Keep an up-to-date view of the market and act as an idea developer and initiator within the company.

• Support the Machine Tool Industry business and technically support key accounts and projects • Lead and manage customer projects (turnkey, tooling, process improvements) • Define & support project management scope, objectives, timelines, and deliverables • Coordinate cross-functional teams (engineering, manufacturing, sales, etc) for project management • Understand customers' business, technology, and product requirements and appropriately match Kennametal tooling solutions, products and services to meet customer needs • Exceed customer expectations relative to Kennametal service levels and technical know-how and value-added services • Perform sales forecasting, account planning and other administrative tasks that will profitably grow the business • Understand and utilize company resources • Show continuous improvements in technical, product and selling skills • Maintain high impact customer relationships with current accounts to expand market share

• Meet or exceed revenue targets by: • Effectively providing metal cutting solutions, by understanding current and future market trends, to meet customers’ key needs and objectives in a professional manner. • Generating, qualifying, and managing all sales leads, prospects, and new customer accounts. • Proactively managing the complete sales process, including prospecting, qualification, consultative sales meetings, product demos, pricing, terms negotiations, and sourcing. • Developing and executing strategic territory plans to deliver revenue goals with a focus on new product sales. • Providing timely answers to pre-sales technical and commercial queries from customers. • Maintaining up-to-date customer and project records in CRM to ensure a clean and healthy pipeline • Actively collaborating with internal sales and support professionals, such as Application Engineers, Channel Partner Reps, Inside Sales, and others to provide value and a positive end-to-end customer experience. • Performing online and/or onsite demonstrations of metal cutting products tailored to customers’ needs. • Conducting pre-sales workshops, webinars, and other online/onsite events within the territory. • Representing and promoting Kennametal at tradeshows, conferences, and other events within the territory. • Delivering cost savings through analysis of complex application needs and providing recommendations to support customer business need through tooling and application testing. • Preparing and presenting progress, status, and forecasting reports.

• Meet or exceed revenue targets by providing metal cutting solutions • Generating, qualifying, and managing all sales leads, prospects, and new customer accounts • Proactively managing the complete sales process, including prospecting, qualification, consultative sales meetings • Actively collaborating with internal sales and support professionals to provide value and a positive end-to-end customer experience • Performing online and/or onsite demonstrations of metal cutting products tailored to customers’ needs

• This role is expected to travel to North American mining locations and visit underground operations, surface mining operations, material processing sites and all other mining operations as required • Travel with customers to mine working face underground, on surface or in material processing site • Work with customers on evaluating tool performance, assessing cutting conditions and establishing values propositions at the working face underground or on surface including pits • Support the recommendation of products, test procedures and evaluation of product performance testing on-site with customer with or without support from Application Engineering team • Represent Kennametal as the primary customer interface for multiple assigned accounts for mining industry within North America • Attain assigned annual sales goals by identifying and qualifying customer needs and by selling products and services to new buyers • Maintain customer relationships with current accounts to defend current business and expand market share in the mining industry • Develop relationships at new accounts including value-selling, price discussions, inventory requirements and other customer needs • Understand customer needs, business, technology, and product requirements and appropriately match Kennametal solutions to meet customer needs • Identify new sales opportunities through Kennametal’s presence at all buyer levels • Work with Application Engineering team for in-field support and new product development testing • Perform sales forecasting, account planning and other related sales administrative tasks to grow assigned business profitably • Fully utilize customer relationship management (CRM) software processes including customer contacts, correspondence, competitive intelligence, opportunity pipeline and proven solutions • Show continuous improvements in technical, product and selling skills • Collaborate with inside sales and customer service team members as required • Works with finance (AR) to bring overdue accounts current

• Manages the entire end-to-end order management chain such as quotation, order entry, customer enquiries/requests, order fulfilment, product changes or returns, complaints, invoicing, contract administration. • Focal point for customers and collaborate well with internal stakeholders such as sales, supply chain manufacturing plants, logistics, finance etc to address customer needs and improve service quality. • Delivering core responsibilities in a professional way and at the same time, adhering to Kennametal’s compliance controls and local business policy standards. • Manage customer quotes and orders by standard procedures. • Providing the product availability, lead time, shipping information to external customers in a timely manner. • Proactive track open orders and keep close contact with plant planners to ensure on time delivery. • Raise and follow through expedite and escalation requests for customer urgent orders. • Coordinate with warehouse and logistics staff to arrange on time shipment. • Ensure Customers are proactively notified of changes in order status. • Follow-up on outstanding issues, offer feasible solutions and take ownership for customer satisfaction in assigned area. • Manage Customer Complaints in CRM system, arrange product repair, return/exchange. • Maintain the customer master data correctly. • Compile data and prepare reports in standard format. • Filing of documents as per legal requirements. • Effective communication in local language and English. • Support complex project order. • Contribute to team efforts by achieving individual and team performance goals and operational Key Performance Indicators (KPIs)

• Leading and executing the EH&S strategy and compliance across global locations • Direct oversight of multi-site locations globally • Influencing plant and business leadership to drive EHS culture • Developing, leading, and driving corporate Environmental Health and Safety strategies • Supervising a diverse, global team of EHS professionals • Developing and sustaining EHS management systems for compliance • Supporting EHS capital improvement projects • Coaching and mentoring location EHS professionals

• Verantwortung für die Entwicklung und Betreuung von Kundenbeziehungen zu Maschinenherstellern • Identifikation neuer Projektpotenziale und Begleitung technischer Lösungen von der Anfrage bis zur erfolgreichen Umsetzung • Projektanfragen generieren, Koordination intern Kennametal, Angebot und Technik qualifiziert bewerten • Vorstellung und Präsentationssicherheit der ausgearbeiteten Projektanfragen • Projekte eigenständig ausarbeiten, kaufmännisch und technisch bei Verwendung von einschlägigen CAD CAM Systemen • Technische Einführung bestehender und neuer Produkte in den Technologiezentren der Maschinenhersteller, sowie Service beim Kunden zur Steigerung der Wettbewerbsfähigkeit Kennametal • Marktbeobachtung und Mitwirkung an Ideen zur Steigerung des Marktanteils

• Play a pivotal role in leading the design, execution, and evaluation of training programs • Orchestrate with internal stakeholders to develop and implement training program schedules • Lead the design and delivery of industry and skills training programs/courses • Develop training programs focusing on features and benefits versus value-based training • Liaise with industry experts to understand and utilize learning trends and platforms • Establish processes to monitor results and collect feedback on trainings • Define and measure success metrics through training feedback and results • Coordinate product-related trainings including new product feature presentations • Collaborate and synchronize with marketing efforts to generate demand • Identify training objectives by analyzing overall needs and specific skill or knowledge gaps