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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 Title: Channel Partner Manager – South Asia

Location: Thailand

  

Job Summary   

The Channel Partner Manager is responsible for managing business and revenue produced by existing channel partners within specific assigned distribution accounts; develop and set strategy for Channel Partner Representatives to execute and local channel partners to abide by, and ensure capitalization of white space. This role will manage the commercial relationship with the distribution account, working directly with Sr. Managers of the distributor in developing strategies and programs, technical support, and distributor sales force training to meet or exceed sales targets. Responsible to execute Indirect channel strategies to grow Kennametal Metal Cutting business in South Asia Region and growing Kennametal reach & presence in South Asia Emerging countries to get accelerated profitable growth. This position is part of leadership team & having a matrix reports into South Asia Commercial Director and Asia Channel Sales Director.

 

Key Job Responsibilities  

Strategic Planning

  • Interact collaboratively with regional sales teams, channel partners, and other key stakeholders (Global Key Account Manager, Machine Tool Industry) to develop district specific channel implementation plans to execute sales strategies/programs and forecast future performance ensuring sales plans are met or exceeded.
  • Build interactive partnership with district sales teams to increase channel engagement and gather business intelligence to set and deliver sales strategy.

 

Channel Partner Relationships

  • Review sales dashboards/scorecards as well as new account & growth activity monthly with channel partner management to understand progress and achievement of business objectives.
  • Review PLCO, POS, & voucher progress monthly sharing data with Sales Team
  • Ensure channel partners are compliant with channel partner program agreement (EOE, T&D/Co-op, POS submission).
  • Ensure channel partner sales teams are adhering to best practices and completing required trainings.
  • Review current channel partner performance and acting accordingly if performance not met.
  • Collect feedback from channel partners/CPR/DBM and incorporate into district strategy accordingly (including pricing team, product management).
  • Provide/coordinate data syndication and marketing support to channel partners.
  • Collaborate with channel partner teams and district management to assess gaps in market (products, support).
  • Identify white space for business growth and appoint new dealers to capitalize on growth & maximize exposure in territory.
  • Evaluate potential new partners utilizing high-level KMT INC Channel Partner selection criteria for regional and national territories.
  • Lead onboarding process of new channel partners including VAR, Site Specific, and National partners.

 

Education, Work Experience, Skills, Certificates Required 

  • Bachelor’s Degree in Business Management or similar field or equivalent work experience required; MBA added advantage
  • 5+ years sales experience/ indirect channel management; strategic selling experience a plus
  • 3-5 years people management experience
  • Total 10 years experience
  • In depth professional knowledge and expertise of a specialized field or multiple disciplines
  • Experience with a structured sales process, professional selling skills and strategic selling methodologies
  • Overall understanding of business objectives and influence of department on achievement of those objectives
  • Experience dealing directly with end customers
  • Demonstrated high level competency in written and verbal communications in English and any additional South East Asian languages proficiency will be added advantage
  • Ability to plan, schedule and organize work priorities and objectives
  • Demonstrated success working with little to no direct daily supervision in a home office setting
  • Ability to effectively communicate and interact with all levels, both internal/external
  • Proficient with Tableau and CRM software
  • Excellent interpersonal skills; self-motivated

 

 

Competencies:

  • Acting Strategically
  • Commercial Acumen
  • Creating an Inclusive Environment
  • Creating and Maintaining Networks
  • Customer Focus
  • Decision Making
  • Displaying Technical Expertise
  • Driving for Results
  • Driving Innovation
  • Facilitating Change
  • Financial Acumen
  • Interacting with People at Different Levels
  • Lead, Mobilize, and Empower
  • Leveraging Opportunities
  • Making a Strong Impression
  • Resolving Conflict
  • Safety Focus
  • Setting Objectives
  • Thinking Broadly

Equal Opportunity Employer


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