District Business Manager-China


Wuhan, HB, CN

REQ ID:  43043

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.

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).

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 
• 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.
• 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 with a structured sales process, professional selling skills and strategic selling 
• Experience managing a Profit & Loss statement/cost control
• Experience dealing directly with customers
Functional/Technical Knowledge, Skills and Abilities Required:
• 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 
• 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 
• Coordinate ToolBoss audits.
• Award Impact Awards and focused recognition based on output.

Equal Opportunity Employer

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