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With over 80 years as an industrial technology leader, Kennametal Inc. delivers productivity to customers through materials science, tooling and wear-resistant solutions. Customers across aerospace, earthworks, energy, general engineering and transportation turn to Kennametal to help them manufacture with precision and efficiency. Every day approximately 10,000 employees are helping customers in more than 60 countries stay competitive. Kennametal generated nearly $2.4 billion in revenues in fiscal 2019. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube. 

 

Job Position:    Sales Manager – Retail

 

Job Location: Bangalore

 

Job Summary:

 

KMT / WIDIA have no presence in the PV / V segment of the India Cutting Tools Market, which caters to the C & D Class Customers. These are customers who typically possess 1-4 machines and are not serviced by the existing Distributor Network. Their needs are typically versatile products at the right price points with easy availability, easy credit and adequate performance.

 

The key purpose of this role is to build a separate brand (MR) specifically for this segment and drive a strategy to build a respectable share in this segment of the Market, without disturbing the existing Kennametal brands. This brand will be marketed through a tiered Distribution Structure led by Master Distributors who feed into the Industrial Hardware Shops / Sub-distributors. We will leverage our Channel Partners for feet on street and versatile products to cater to mostly Steel & Cast Iron. The product portfolio will initially consist of limited, Standard, fast-moving SKUs in Turning and Milling, with a plan to add Solid Carbide Drills and Solid Carbide End Mills (in standards) in the near future.

 

Job Responsibilities:

 

  • Grow sales of “Metal Removal by Widia”  Brand to reach ~10% Share of the Market by 2025
  • Execution of the MR Strategy through new Master Distributors and ensuring reach into all Industrial Areas in India
  • Provide Governance, Legal and Operational aspects to ensure 100% compliance with all regulatory requirements.
  • Lead commercial activities for MR Brand that result in higher revenue growth (topline and bottom line)
  • Collaborate with Manufacturing team to ensure availability of products to compete and grow in the Retail Business.
  • Co-ordinate with the Marketing Team to promote the MR Brand in the India Market -  Explore sign boards, pamphlets, advertisements in Industrial Journals, Regional Seminars, Roadshows, etc., as required – will need to show creativity
  • Manage the day-to-day interaction with the Distributors through an Inside Sales Team
  • Use Leads from the Sales Teams to establish Sub-Distributors / Industrial Hardware Shops in Industrial areas
  • Develop the DSEs at the Distributor end for growth of channel sales in the market.
  • Review & Assess the Distribution Network across India - Heat mapping for the Distribution Network
  • Review the existing Channel Policies on a regular basis.
  • Foster an environment which stimulates open communication, creativity, imagination and creates a team spirit that solves problems and builds the MR business.
  • As a member of the MC Leadership, s/he should work with the India MC Leader for effective corporate governance and help it to deploy governance practices for risk management, internal controls and performance evaluation for distributors.

 

Experience:

  • 15 – 20 years into Distribution Management with experience in Channel Sales Development (Abrasives / Paints / FMCG Industry) & and understanding of Marketing 

 

Education:

  • Graduation and Post Graduation in Business Management

 

 

 

 

 

 

 


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