Parker Hannifin Corp Sr Territory Mgr - Army in Detroit, Michigan

Sr Territory Mgr - Army

MI-Detroit, United States

Group: Corporate Group North America

Job Family: Sales

Job ID: 9589-1A

Posted: 2018-04-17

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Equal Employment Opportunity

Position Summary:

The highest level for a seasoned field sales position. Responsible for maintaining / increasing sales volume and margin with existing and new accounts within OEM and/or industrial /distribution channels for the Army/ground vehicle market. Accountable for executing assigned sales goals and sales plans within a designated sales territory. Responsible for securing and maintaining distribution of products and maintaining effective agreements. Actively supports the Corporation's Win Strategy.

Scope/Supervision and Interaction:

_ Has Direct Reports _X Does Not Have Direct Reports

Work proactively with appropriate defense team members, division management and related support departments to ensure on time customer service needs are met or exceeded. Represents Company at trade shows and other professional activities. Reports to Regional Sales Manager.

Essential Functions:

1.Work with manager to determine and execute an Army/ground vehicle OEM BD strategy.

  1. Grow Opportunities and Sales into the Army/ground vehicle market.

  2. Manage Army marketing activities against a budget.

  3. Identify where Parker technology is best suited for Army/ground vehicle opportunities, and then build the relationships and sales channels so that Divisions can grow into that space.

  4. Develops proposals and contracts designed to attract the customer and provide an acceptable level of return to the company by researching customer requirements and translating them into development opportunities. Develops strategies and solutions for contracts opened for re-negotiation during the contract period.

  5. Develops and manages proposals and business development plans for domestic and international programs. Determines the need for cross-division teaming and external strategic partner/alliances to gain business.

  6. Conducts competitive research, evaluates sales performance, and formulates goals and milestones for specific products and systems. Applies thorough understanding of the division’s technical capabilities, operational capacity, and market information to influence future plans and strategies.

  7. Serves as the liaison and facilitator with customers, other divisions, and Regional/Group Marketing to resolve issues and assure customer satisfaction with regard to cost, product quality, delivery, and performance. Provides the customer with liaison support within and across divisions on existing and new programs. Stays in close contact with division technology and operations teams to enable rapid turnaround solutions.

  8. Develops and maintains relationships with customers to gain knowledge of future market and customer needs and further develop business opportunities.

Qualifications:

US Military Academy graduate strongly preferred.

Army Service in an acquisition role or with ground vehicle experience.

Technical ability to understand and communicate Parker's key Army/ground vehicle technologies: Hydraulic, Electro-Mechanical, Fluid Control, Seals & Filtration.

College degree (technical discipline may be required for some groups) with a minimum of 10 years in direct and/or distributor sales of industrial technical products.

10+ years of progressive experience in sales or divisional operations.

Multiple sales award winner (Diamond, President, Inner Circle etc.)

Ability to communicate effectively, both oral and written. PC skills a must.

Must be able to travel overnight 50% to 70% of time; or as required.

Proper product and system certification preferred.

Must demonstrate ability to sustain sales growth in territory.

Must have multiple and consecutive years of cross-selling.

Must have proven track record of achieves plus experience

Parker is an Equal Opportunity and Affirmative Action Employer. Parker is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job related reasons regardless of race, ethnicity, color, religion, sex, sexual orientation, age, national origin, disability, gender identity, genetic information, veteran status, or any other status protected by law. U.S. Citizenship/Permanent Resident is required for most positions.

(“Minority/Female/Disability/Veteran/VEVRAA Federal Contractor”)

If you would like more information about Equal Employment Opportunity as an applicant under the law, please go to http://www.eeoc.gov/employers/upload/eeocselfprint_poster.pdf

and http://www1.eeoc.gov/employers/upload/eeocginasupplement.pdf