Director Sales - Engineered Wear Components at Kennametal NA in Latrobe, Pennsylvania

Job Description:

About Kennametal


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 and defense, earthworks, energy, general engineering and transportation turn to Kennametal to help them manufacture with precision and efficiency. Every day approximately 8,700 employees are helping customers in nearly 100 countries stay competitive. Kennametal generated $2.1 billion in revenues in fiscal 2023. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.



Director Sales - Engineered Wear Components



Location - Remote




Job Summary


The Director Sales, Engineered Wear Components (EWC) is responsible for directing and managing a team of professional Global Key Account Managers, Sr. Sales Engineers, and New Business Development Manager across a wide array of exciting Engineered Wear Component solutions and markets. This key position acts as primary market and strategy advisor, developing growth and retention strategies alongside the EWC Business Unit Leader & Market Portfolio Managers for the Additive, Oil and Gas, Power Generation and Aerospace markets. The position will provide direction and support to global management in identifying opportunities for growth outside of the current product portfolio, required investments and long-term planning to accomplish this growth. Collaborating with the design, production, engineering, or research and development departments to determine how products and services could be made or modified to suit the needs of the customer. The position also serves in high visibility roles, leading strategic growth initiatives, and is expected to be accountable and responsible for reporting and guiding progress and investment needs to senior level executive teams including Business Unit President and Executive Leadership Team members.



Key Job Responsibilities

• Define, develop and deploy market and key customer & competitive strategies to find attract win and retain profitable growth, with SMART key performance indicators and milestones to ensure accountability.
• Analyze and understand variable financial drivers to identify sales penetration opportunities for region and optimize resource allocation in pursuing these opportunities.
• Develop and implement a multi-faceted regional growth strategy, through profitability analysis, to drive strategic planning, resource allocation, and regional operations to meet/exceed annual and quarterly sales targets.
• Develop and implement regional sales plans/performance goals that will increase current sales volumes and profit margins across the assigned region within company plans and guidelines.
• Provide regular updates to BU and Executive leadership on business performance, profitability, and growth efforts.
• Manage all executive customer relationships to strengthen overall solution capabilities and drive greater value to the customer addressing customer inquiries and concerns leveraging our L.A.M.P model alongside key account managers and team.
• Leverage strong local market and competitive landscape awareness to influence strategic business decisions. Identify other influencers, decision makers, and possible champions within existing and potential client companies.
• Coordinate and deliver forward looking forecasts to manufacturing and sourcing partners through collaborative S&OP process across various plants and teams
• Develop and deliver annual operating plan and direct team quota inputs through planning processes in collaboration with peers and business unit leader / finance teams.
• Collaborate with marketing, customer services, consulting desks, analysis teams and sales colleagues and managers, to ensure successful implementation and financial growth.
• Lead, mentor, train, and coach regional team; develop future sales leaders.
• Utilizes customer relationship management (CRM) tools to document and manage customer activity / pipeline.
• Directs input for and completion of required sales training modules (CRM, large account management, etc)

Requirements




Education/Experience:

• Bachelor's Degree in Business Management or similar field or equivalent work experience required; MBA preferred
• 8+ years of sales discipline
• 5 years of people management
• Able to travel up to 75% - domestically and internationally; valid driver's license
• Proven B2B sales executive experience, meeting or exceeding targets
• Previous experience as a sales executive, sales manager or sales and marketing director
• Ability to communicate, present and influence all levels of the organization, including executive and C-level
• Proven ability to drive the sales process from plan to close
• Proven ability to articulate the distinct aspects of products and services
• Proven ability to position products against competitors
• Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions

Functional/Technical Knowledge, Skills and Abilities Required:

• Subject matter expert of KMT Inc and/or industrial consumables industry preferred
• Data-driven, focused on results driven by strategy, thriving in a fast-paced fast growth organization
• Demonstrable success as a leader, able to attract and recruit top sales talent, is adept at coaching and getting the best out of the team
• Deep 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

• 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
• Entrepreneurial Thinking
• Establishing and Leading a Strategic Vision
• Financial Acumen
• Global Acumen
• Leading Change
• Safety Focus
• Solving Complex Problems
  

Equal Opportunity Employer



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