Territory Manager-India

About Kennametal

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 and defense, earthworks, energy, general engineering and transportation turn to Kennametal to help them manufacture with precision and efficiency. Every day approximately 8,700 employees are helping customers in nearly 100 countries stay competitive. Kennametal generated $2.1 billion in revenues in fiscal 2023. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.

Position Title: Head – Aerospace Sales

Job Location – Bangalore

Job Summary

India is a fast-growing market : Aero Components, Aero Engine Detail Components, Aero Structure Components. This is due to Aerospace companies shifting components to India and the Govt also laying out policy frameworks to emphasize on manufacturing in India, including the Offset Policy. In that context, the growth in the cutting tools business for the Aerospace segment is calculated to be at around 10-12% per annum. With this growth envisaged, the Aerospace Business assumes strategic significance for the Metal Cutting BG in India. There is also the plan to reduce dependence upon the Transportation business in India and we believe that the focus upon Aero & ADT will help us in reducing the dependence. In that context, to bring focus and to capitalize upon growth opportunities, we have created a separate Aerospace team to work on the opportunities that this fast-growing segment presents. This Aerospace team will be led by an All-India Head of the Aero Business. Currently, the Aero Team will focus upon a specific Geography (the states of Karnataka & Telangana, with some cities like Nagpur and Vizag included in the focus). This is due to the high concentration of Aerospace Customers in these two states and Nagpur / Vizag. The rest will be taken care of by the Metal Cutting Sales Team.

This Head – Aerospace Responsibility will strategise and execute the business plans for the Aerospace segments for India. He will lead a team of 6 people and ensure that all Sales / Margin Plans are met for every Quarter / Year. His role will also encompass Strategic Planning for the Aerospace Business while also working on the Aerospace representation in geographies beyond what has been specified above.

Key Job Responsibilities

• Lead the Aerospace Business team with the aim of growing the Aerospace business in India.
• Strategise for the Business and develop plans for execution
• Work on improving upon coverage of the Aerospace business by constantly evaluating the market, customer densities in various cities and creating the right plans for the new geographies
• Training and Development of the Aero Team
• Development of Key Account Templates to capture the right information and leverage the same for the plan
• Work with the territory teams to ensure smooth transitioning of accounts and manpower
• Develop and execute plans for relationship building at all levels of the customer accounts
• Sales / Margin Targets to be met Quarterly / Yearly
• Create Monthly Reports & update the Management Team regarding the same.

Education, Work Experience, Skills, Certificates

• Engineering Graduate preferably with an MBA
• 15 years of experience or more (handling a Region or a Business)
• Currently managing a team of 5-8 people at least for 5 years
• Exposure to Strategy making will be an advantage

Equal Opportunity Employer