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 companys products and applications across end-markets while being focused on customer cost savings. Understand the difference in the companys products vs. competitors offerings and provide expert advice on the advantages of the companys 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 companys 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 KPIs 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 KPIs 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 drivers license is required.

Education and/or Experience

Bachelors 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.

Required Experience:

IC