Application Engineer

Support customer relationships by maintaining deep product technical knowledge and providing technical advice, technical support, and technical expertise to enable & foster expansion in the market and solve for customer inquiry, problems, and needs; enabling ARCH Cutting Tools, to be the go-to supplier for the customers' tooling application demands. This is a field-based position, location somewhat flexible within the assigned territory.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

Be an expert in the company's products and applications across end-markets while being focused on customer cost savings. Understand the difference in the company's products vs. competitor's offerings and provide expert advice on the advantages of the company's products in specific applications. Perform analysis of complex application needs and develop recommendations in support of customer balancing business need. Conduct tooling and application testing. Prepare and present progress, status and forecasting reports of assigned area of responsibility. Maintain expert knowledge on industry trends, training opportunities, and forecasts. Support sales growth in using the company's products/technology to design and execute cost savings initiatives with customers. Active collaboration with internal customers such as Product Development, Marketing, Mfg., Technology, etc., to ensure information share and goal alignments. Promote innovative revenue streams to support all customers and their buying habits. Other duties may be assigned.

Strategic Commercial Leadership

• Research, analyze, and monitor financial, technological, and demographic factors to capitalize on market opportunities and minimize effects of competitive activity
• Maintain strategic/critical customer relationships and assist in negotiating contract terms and conditions for major services
• Meet with key clients, assist sales representatives with maintaining relationships and negotiate, and close deals
• Responsible for ARCH CT CX (customer experience)
• Assists in the evaluation of strategic acquisitions
• This role is ARCH Cutting Tool champion for the Voice of the Customer for both standard and non-standard tooling and services
• Develop and manage sales, marketing, and product development operating budgets

Sales Growth and Profitability

• Participate in sales forecasting activities and set performance goals accordingly at the distributor or regional level
• Develop annual sales plan in support of organizational strategy and objectives
• Provides sales strategies for improvement based on market research and competitor analysis
• Implement tailored distribution strategies and manage multiple (sometimes competing) channel selling strategies
• Direct channel development activities, and coordinate sales distribution by establishing priority markets, customers (sales territories), critical activities, quotas, and goals
• Establishes and monitors KPI's for Preferred Distributor Partners
• Review market analyses to determine customer needs, price schedules, and discount rates
• Analyze sales statistics to formulate channel partner expectations and assist distributors in promoting sales
• Build, develop, and manage sales team capable of carrying out needed sales and service initiatives
• Ensures training, KPI's and performance evaluations are established and implemented to ensure performance of sales team and sales initiatives
• Delivers sales presentations to key clients in coordination with sales representatives
• Support I/C sales efforts
• Explore and increase sales revenue and market share for selected products in their assigned territory.
• Evaluate current and prospective distributors in their sales territory
• Maintain regular contact with assigned authorized distribution to promote and encourage the sale of ARCH CT products.
• Drive to achieve customer satisfaction

Division of Time

• 55% -Channel Partner - Distributor Account Management & Development - Manage, develop, and grow sales by supporting existing channel / distributor accounts through joint sales calls, product training, customer support / analysis, and product recommendations.
• 45% -End User -New Business Development & Customer Account Management -Promote, apply and sell ARCH cutting tool products and solutions to end user customers. Manage, develop and support end user customer accounts through product testing, product application and consultation. Requires proven skills in qualifying, demonstrating and influencing decision makers to accurately target and assess new business opportunities.

Functional Leadership

• Works internally, cross-functionally within the ARCH CT organization to lead and facilitate business operations initiatives.
• Ensures teamwork across commercial team including sales, marketing, product development
• Work collaboratively with Cutting Tools General Managers to ensure business goals are achieved and initiatives are implemented
• Responsibilities may include leading a geographically deployed technical sales team, prepare individual goals & objectives, review performance and regularly coach in the field

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

• Job Knowledge - Minimum 5-10 years in industrial cutting tool industry
• Leadership - Inspires and motivates others to perform well while demonstrating collaboration and engagement. High emotional intelligence
• Business Acumen - Displays orientation to profitability; demonstrates knowledge of cutting tool market and competition, product development and aligns work with strategic goals, product development experience.
• Strategic Thinker - Entrepreneurial, creative, and resourceful
• Comfort with Ambiguity - Can simplify complex problems/situations for the team
• Relentless focus on results - Can influence others to accomplish goals
• Organized yet flexible - Based on changing circumstances
• Presence to interact with both executive management and front-line employees
• Prioritization - set priorities and manage priorities with others
• Resolve Conflicts - Solve complex problems

Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Expertise in new business development, qualifying, developing and securing new customer accounts through distribution and/or direct end-user channels. A strong mechanical aptitude and prior experience in the manufacturing/industrial segment or industry-related experience in cutting tools, metal-cutting or CNC machining application is a requirement. A valid driver's license is required.

Education and/or Experience

• Bachelor's Degree Preferred
• 5-8 Years preferred Areas of Education, Certifications, and Skills: Manufacturing Engineering, Industrial Engineering, Mechanical Engineering, Materials Engineering.

COMPETENCIES INCLUDE: Technical/Professional knowledge & skills, creating demand through insight, influencing, planning & organizing, decision making, account planning, active learning, advancing sales discussions, building customer loyalty, building trusting relationships

Language Skills Ability to read, analyze, and interpret sales reports, blueprints, CNC Programming, technical tables & models. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.

Mathematical Skills Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Computer Skills

Proficient in all Microsoft Office applications (Word, Access, Outlook, PowerPoint)

• Microsoft Suite: PowerPoint, Excel, Word, etc.
• Sales tools like Salesforce, Marketo, Sugar, etc.

Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is occasionally required to stand; walk and sit.

Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate. From home office: must create a business-like environment. Free of distraction and extraneous noise.

ADDITIONAL NOTES

ARCH Global Precision is an Equal Opportunity Employee and wholeheartedly supports diversity in the workplace as a basic premise for business success. All employees of ARCH Global Precision are employed on the at-will basis.

This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employee(s) will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments.

A review of this position has excluded the marginal functions of the position that are incidental to the performance of fundamental job duties. All duties and responsibilities are essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbent(s) will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities.