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 : Manager Channel Partner Sales , Widia Shinki (Kennametal) Vietnam
Location : Hoa Lac High Tech Park, Thach That, Hanoi, Vietnam
The Manager Channel Partner Sales 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.
Key Job Responsibilities
Interact collaboratively with regional sales teams, DBM, CPR, channel partners, and other key stakeholders (GKAM, MTI) 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 DBM and CPR.
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.
Drive adoption of ToolBOSS to gain share and retain business.
Review integrator performance dashboards & scorecards and growth activity monthly with integration management.
Develop positive working relationships with integration corporate and local / site management.
Define target PV potential and conversion activity by integrators
Education, Work Experience, Skills, Certificates Required
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
3-5 years management 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 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
Kennametal is an Equal Opportunity Employer