Territory Manager-China

Kennametal Inc. (NYSE: KMT) brings together materials science, technical expertise, innovative thinking and superior customer service to help the world fly, drive, power and build. Our tools, materials and wear-resistant solutions enable customers to run longer, cut faster and machine with greater precision. Kennametal is built for performance, and every day approximately 8,700 employees are helping customers in more than 60 countries stay competitive. Kennametal generated $2.0 billion in revenues in fiscal 2022.

Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.

Responsibilities:
•    Relay go- to-market and other sales strategy from upper management and cascade to teams.
•    Promote new product campaigns with team from top down.
•    Approve monthly team expenses.
•    Forecast future industry and business and create monthly sales projections with high accuracy.
•    Follow up 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.
•    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.
•    Manage conflict resolution.
•    Participate in monthly, quarterly, and yearly reviews of local channel partners.
•    Visit key end customers or channel served customers when needed.
•    Develop relationships with key customers and channel partners.
•    Responsible and accountable for all business transactions through all channels.  
•    Manage and drive general health and functions of team and report team output to upper management.
•    Create and revise 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.
Requirements
•    Bachelor’s Degree in Mechanical or similar field or equivalent work experience required; 
•    5+ years sales experience; 3+ years team management experience; 
•    Experience with a structured sales process, professional selling skills and methodologies
•    Experience dealing directly with customers
•    Demonstrated 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 
 

Equal Opportunity Employer