Sue King Email & Phone Number

Widia Product Group

• Manage $100M distribution network for newly merged WIDIA Product Group, directly supporting and executing corporate brand strategy. • Led initiative to consolidate distributors, saving over $5M in OPEX costs while growing revenue and strengthening brand. Communicated new, consistent terms and conditions to each distributor.• Recognized for unique ability to develop and maintain critical business relationships. • Consistently evaluate distribution network against revenue and margin goals and make changes, including top grading or adding new partners, where necessary. • Partner with Finance and Compensation teams, as well as Director of Sales, to develop sales forecasts and quotas for North America.• Key member of Distributor Incentive Program. Led effort to standardize pricing across all distributors and communicate program to all channel partners. Reevaluated and enhanced program in 2015.• Critical member of CRM Selection Team. Interviewed four CRM application candidates and provided feedback. Upon selection, performed testing as a “super user” and trained sales force on newly selected Microsoft Dynamics CRM.• Manage WIDIA Electronic Contract Management System; work with Legal to prepare and review all distributor contracts, initially using Selectica then transitioning to ARIBA. • Interim Sales Manager for Great Lakes Region from 2014-2015, managed team of 12 and $20M in sales.

• Managed $128M Kennametal Inc. distribution network in the US, Canada, and Mexico comprised of $53M through Kennametal distributors and $75M through WIDIA Product Group network.• Increased FY09 margins by 340BP, improving overall margins.• Spearheaded Distributor Advisory Council, an innovative means to enable effective communication and strengthen the relationship between Kennametal and channel partners, leading to several Supplier of Choice recognitions from partners. • Established and implemented brand, discount, and channel authorizations that directly supported product brand strategic initiatives.• Managed and developed Commissioned Agent assignments and relationships, saving $300K in OPEX expenses. • Reviewed natural trading areas and relative channels to optimize market presence, resulting in the addition of seven new Kennametal distributors in key markets across North America, while top-grading three non-performers.• Manage Kennametal’s participation in Industrial Supply Association (ISA) through annual meeting and trade show event.• Thoroughly engaged in all aspects of developing and executing Kennametal Inc. brand strategy across North America.

• Led complex integration of sales teams that resulted from multiple acquisitions. Provided personal coaching and motivation to each salesperson, contributing to significant retention of sales staff, despite challenges presented.• First female District Manager hired. Coached and developed team of 4 Sales Managers, 3 Specialists, and 51 Salesmen to meet or exceed sales goals every year while saving $11.4M in end user cost savings in 2008. • Managed $65M in sales for all Kennametal brands and channels in ten states; responsible for P&L of district.• Achieved sales growth of 3% in first year representing the Kennametal brand. • Selected to lead highly visible Sales Growth Planning project that defined process for establishing and executing distributor engagement, setting tone for process used today.

Kennametal Industrial Products Group

• Managed a team of six direct salespeople to support $13M in sales throughout the Midwest market. Exceed margin goals by 3% and new product goals by 27%.• Rationalized Indiana distribution which included top grading 11 distributors and adding one resulting in top line growth of 20.6%

Kennametal Industrial Products Group

• Managed top corporate accounts such as Grainger, JLK, MSC and Kennametal, with total sales of over $30M.• Prepared, presented, and implemented new product introductions for national catalogs and private label accounts and effectively tailored presentations to diverse audiences.• Consistently exceeded annual sales growth targets resulting in 13% growth over 3 years

Business Administration And Management, General

Business Administration And Management, General