Territory Manager-Vietnam

About Kennametal

With over 80 years as an industrial technology leaderKennametal productivity to customers through materials science tooling and wear-resistant solutions. Customers across aerospace and defense earthworks energy general engineering and transportation turn toKennametalto help them manufacture with precision and efficiency. Every day approximately8700 employees are helping customers in nearly 100 countries stay $2.1 billionin revenues in fiscal 2023. Learn more at. Follow @Kennametal: Twitter Instagram Facebook LinkedIn and YouTube.

Job Summary:

The Territory Manager is responsible for managing the sales of products and services through assigned sales teams support and sales operations activities. This role will own the dirt in the country developing implementing and managing all aspects of the direct/indirect sales process profitability and growth across multi-brands and channels for the Metal Cutting business.

Key Responsibilities:

• Develop and implement country sales plans/performance goals that will increase current sales volumes and profit margins across the country based on country and company growth plans and guidelines
• Lead and implement the Short-Term and Long-Term country growth strategies to meet/exceed annual and quarterly sales targets.
• Develop a good understanding about the markets competition opportunities customers and prospects covering all aspects of KMT product lines and all customer sets (Direct Indirect Channel/Distributor network and end-user customers where appropriate) to continuously grow the business and generate sales through lead sourcing prospecting research calls and client visits.
• Develop an understanding of the various financial drivers to identify sales penetration opportunities for the country and optimize resource allocation in pursuing these opportunities.
• Manage all customer relationships in the country to strengthen overall solution capabilities and drive greater value to the customer addressing customer inquiries and concerns.
• Leverage strong local market awareness to contribute & participate in strategic business decisions for the region to drive and achieve the enterprise key results. Identify other influencers decision makers and possible champions within existing and potential client companies.
• Collaborate on specific distributor MTD agent and brand authorizations within the country to ensure white-space and share-growth goals are addressed.
• Review health of key and MTI projects details of contracts/agreements at key customers/partners and drive improvements where required.
• Drive distributor allocations in the country to ensure alignment with current go-to-market approach.
• Collaborate with marketing customer services regional sales colleagues and other functional leaders to ensure high levels of customer service and to deliver profitable business growth.
• Participate in pricing discussions and implementation of annual price increase events.
• Lead Develop and coach the country sales team to drive & achieve high levels of performance to ensure profitable growth and market share gain.

Education/Experience:

• Bachelors Degree in Engineering or similar field; MBA preferred
• Minimum experience of 6 - 8 years of sales discipline
• 2-3 years experience of Leading & Managing a sales team at the country level.
• Previous experience as a sales executive sales manager or sales and marketing director
• Ability to communicate present and influence all levels of the organization.
• Ability to drive the sales process from plan to close
• Ability to articulate the distinct aspects of products and services
• Ability to position products against competitors

Functional/Technical Knowledge Skills and Abilities Required:

• Data-driven focused on results driven by strategy thriving in a fast-paced fast growth organization
• Demonstrated success as a leader to attract develop and retain top sales talent
• Understanding of both the quantitative and qualitative aspects of a successful sales operation
• Resilient and entrepreneurial spirit
• Excellent listening negotiation and presentation skills
• Excellent verbal and written communications skills
• Transformational Leadership; challenging the status quo and leading by example (Cultural beliefs True North)
• Ability to lead in a challenging and dynamic environment while managing risk
• Effectively communicate in a highly collaborative environment
• Ability to interpret market trends in a meaningful and actionable way
• Being able to be proactive and provide strategy to mitigate future issues
• Possess foresight and hindsight with ability to rely on historical context - learning and incorporating into future plans/actions (proactive)
• Comfortable influencing team decision making process
• Possess understanding and comfortability with diverse financial acumen

Competencies:

• Safety Focus
• Acting Decisively
• Building Organizational Talent
• Communicating Effectively
• Creating an Inclusive Environment
• Customer Focus
• Displaying Confidence and Composure
• Driving Continuous Improvement
• Driving for Results
• Driving Innovation
• Financial Acumen
• Leading Change & driving collaboration

Equal Opportunity Employer