Kennametal
Key Account Specialist - Scotland
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About the Job
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 defence, 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.
Key Account Specialist - Scotland
As a Key Account Specialist at Kennametal, you will be at the forefront of building and nurturing strategic customer relationships. You will identify new business opportunities while expanding our product range with existing key accounts. Your expertise in machining and CNC technology will enable you to provide exceptional technical consultation and after-sales support. Through strategic price negotiations and customer engagement, you will drive profitable growth across UK manufacturing industries including aerospace, defence, medical, and energy.
Key Responsibilities
- Establish, develop, and maintain strong business relationships with assigned key accounts.
- Identify and secure new customer opportunities within the target market.
- Strengthen customer relationships and increase the adoption of KMT products across customer sites.
- Ensure timely and effective follow-up of quotations and commercial proposals.
- Identify and develop new business opportunities to drive profitable growth.
- Plan and conduct regular customer visits, providing an elevated level of technical and after-sales support.
- Lead commercial discussions and price negotiations to achieve profitable sales outcomes.
- Define technical requirements and performance specifications to support the preparation of quotations.
- Drive customer satisfaction and ensure long-term customer retention.
- Provide ongoing customer care and after-sales support.
- Maintain up-to-date knowledge of market trends, industry developments, and KMT product offerings.
- Record and report sales activities, opportunities, and forecasts through weekly and monthly reporting, using CRM and KMT reporting tools in a timely manner.
- Collaborate closely with Customer Service, Engineering, Product Management, Quotation/CSD teams, Service departments and production facilities to achieve sales objectives, ensure on-time delivery and meet quality standards.
- Plan, organise and represent the company at customer events, exhibitions, and trade fairs.
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Requirements
- Degree in a commercial or technical discipline (e.g. Mechanical Engineering) or an equivalent qualification and experience.
- Minimum of 3 to 5 years' sales experience, preferably within a technical or industrial environment.
- Proven experience in machining applications involving CNC machines and modern tooling systems, including turning, milling, and drilling.
- Strong understanding of manufacturing techniques and production strategies.
- Deep understanding of production processes, quality systems, and the requirements of relevant market sectors.
- Sound commercial acumen and understanding of business operations.
- Demonstrable experience of managing customer relationships and negotiating with stakeholders at all organisational levels.
- Strong sales, communication, and commercial negotiation skills.
- Ability to understand customer needs and effectively communicate value-based solutions.
- Excellent presentation, interpersonal and relationship-building skills.
- Professional, confident, and credible approach when engaging with key accounts.
- Project management experience would be advantageous.
- Ability to work effectively within complex customer organisations and decision-making structures.
- Willingness to travel regularly, including overnight stays where required.
- An established network within the metalworking industry would be advantageous, particularly within the Aerospace, Defence, Medical, General Engineering, Energy and Transportation sectors.
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What We Offer
- The opportunity to join a recognised global leader in industrial tooling and engineering solutions.
- A challenging and rewarding sales role with significant growth potential.
- Ongoing professional development and training.
- Competitive salary, bonus scheme, and benefits package.
- A collaborative and supportive working environment focused on customer success and innovation.
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