The Territory Manager is responsible for managing the sales of products and services through assigned sales teams, supporting sales operations activities. This role will “own the dirt” in the country, developing, implementing, and managing all aspects of the direct and indirect sales process, profitability, and growth across multi-brands and channels for the Metal Cutting business.
Key Responsibilities
Develop and implement country sales plans and performance goals to increase sales volumes and profit margins in line with company growth plans and guidelines.
Lead and implement short-term and long-term country growth strategies to meet or exceed annual and quarterly sales targets.
Build in-depth understanding of markets, competition, opportunities, customers, and prospects across all KMT product lines and customer segments including direct, indirect, distributors, channel partners, and end users to drive business development through lead sourcing, prospecting, research calls, and client visits.
Analyze financial drivers to identify sales penetration opportunities and optimize allocation of resources.
Manage all customer relationships in the country to strengthen solution capabilities and maximize customer value, addressing inquiries and concerns effectively.
Leverage strong local market awareness to contribute to regional strategic business decisions and identify influencers, decision-makers, and champions within target client organizations.
Collaborate with distributors, MTDs, agents, and brand partners to ensure coverage of white-space opportunities and achievement of share-growth objectives.
Review the performance of key and MTI projects, contracts, and agreements with major customers and partners and drive improvements where required.
Drive distributor allocations to ensure alignment with the current go-to-market strategy.
Collaborate closely with marketing, customer service, regional sales teams, and other functional leaders to ensure high service quality and deliver profitable business growth.
Participate in pricing discussions and support the implementation of annual price increase programs.
Lead, develop, and coach the country sales team to achieve high performance, profitable growth, and market share expansion.
Education / Experience
Bachelor’s degree in Engineering or a related field, MBA preferred.
At least 6–8+ years of experience in sales roles.
2–3 years of experience leading and managing a country-level sales team.
Previous experience as Sales Executive, Sales Manager, or Sales and Marketing Director.
Strong ability to communicate, present, and influence at all organizational levels.
Proven capability to manage the full sales cycle from planning through closing.
Ability to clearly articulate the unique value of products and services.
Strong skills in positioning offerings against competitors.
