Application Engineer

ARCH Headquarters Bloomfield Hills, MI 48302, USA

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.

• 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

• 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

• 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

• 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

• 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…