Sales Director - Defense Job at Kennametal (Remote)

Job Description

The Sales Director Defense is responsible for a growing global Defense team of professional Global Key Account Managers, Sales Engineers, and a Market Portfolio Manager across WC and WHA Defense solutions and markets. This key position acts as primary market and strategy advisor, developing growth and retention strategies alongside the EWC Business Unit Leader. The position will provide direction and support to global executive management in identifying opportunities for growth inside and 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.

Job Responsibility

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

Bachelor of Industrial Engineering, Mechanical Engineering, Materials Engineering, or related field preferred
MBA preferred
8-10 Years in related industries or materials
2-4 years of sales experience preferred
Previous military or law enforcement experience
Able to achieve secret level US DoD clearance
Knowledge of connected industries or solutions including specialty markets (armor plating, body armor, vehicle protection systems)
Ability to create demand through insight, influencing, planning & organizing
Self-starter and self-sufficient requiring little supervision for decision making, account planning and advancing sales discussions
Excellent interpersonal skills including active listening and building trusting relationships
Excellent business sense and decision-making skills leveraging data and strategic thinking
Completion of structured selling courses / training program preferred
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
US Citizen or a US Permanent Resident

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Sales Director - Defense

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