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District Business Manager-US


Cleveland, OH, US, 15601

REQ ID:  34093

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 9,000 employees are helping customers in more than 60 countries stay competitive. Kennametal generated nearly $1.9 billion in revenues in fiscal 2020. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.

Job Title: District Business Manager

Location: Ohio or Western Pennsylvania         



Job Summary and Mission:

The District Business Manager is responsible and accountable for leading and directing regional sales (direct or indirect) and operations to achieve ongoing sales revenue growth, productivity, quality, and customer service levels.  This role will provide strategic leadership, in collaboration with Sales Operations, Channel Management, Strategic Marketing and Finance, in identifying and leveraging sales opportunities to gain/build market share in Metal Cutting segments (Aerospace, Transportation, and General Engineering).


District supported is all of Ohio and a portion of Western Pennsylvania


Key Job Responsibilities


Management Engagement


  • Relay go- to-market and other sales strategy from upper management and cascade to teams.
  • Promote new product campaigns with team from top down.
  • Participate in MBR review.  Sales vs. financial plan review weekly, monthly.
  • Collaborate with CPM's on channel strategy for region and key accounts and GKAMs on key accounts.



Financial Management


  • Manage P&L, budgetary and Op-Ex allocation for region.
  • Approve monthly team expenses.
  • Forecast future industry and business in region and create monthly sales projections with high accuracy.
  • Create and quarterly sales quota with accuracy and monitor plan vs. actual.
  • Approve hip pockets, concessions, T&D requests, and other special pricing agreements.
  • Manage customer credit and consignment.



Team Development (Internal and External)


  • Build an efficient sales team by recruiting and choosing the right people.
  • Coach team members regarding personal development.
  • Brainstorm new and creative ways to improve the selling process.
  • Manage team members account coding, compensation, and sales territory.
  • Communicate continually with direct reports on team and individual level.
  • Manage PPM goal setting, PPM mid- and year-end reviews.
  • Perform talent reviews and react accordingly.
  • Manage internal training and development execution.
  • Manage OneTeam tasks and BECC compliance.
  • Communicate channel strategy to team.
  • Lead by example, following TrueNorth and exemplifying KMT cultural beliefs.
  • Review of CRM opportunities, pipelines and sales activities as well as distribution of leads.
  • Review activity at focus accounts.
  • Approve engineering projects.
  • Review and communicate new product, Hero product, and promotion progress.



Customer Engagement


  • Manage conflict resolution.
  • Participate in monthly, quarterly, and yearly reviews of national and local channel partners.
  • Visit key end customers or channel served customers when needed.
  • Develop senior level relationships with key customers and channel partners.
  • Responsible and accountable for all business transactions through all channels.



Output Management


  • Manage and drive general health and functions of team and report team output to upper management.
  • Create and revise regional strategy and plan based on sales output.
  • Revise resource allocation within sales territory based on changes in team and channel partner performance.
  • Coordinate ToolBoss audits.
  • Award Impact Awards and focused recognition based on output.



 Knowledge & Skills:


  • Demonstrated high level competency in written and verbal communications
  • 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

Typical Education or Equivalent Work Experience:


  • Bachelor’s Degree in Business Management or similar field or equivalent work experience required; MBA preferred
  • 5+ years sales experience; strategic selling experience a plus
  • In depth professional knowledge and expertise of a specialized field or multiple disciplines
  • Experience in metal cutting industry preferred
  • Experience with a structured sales process, professional selling skills and strategic selling methodologies
  • Experience managing a Profit & Loss statement/cost control
  • Experience dealing directly with customers


As part of our core values, Kennametal is committed to providing an inclusive and welcoming environment for all people.  We are an Equal Opportunity employer.

Nearest Major Market: Pittsburgh

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