Position Summary
Parker Lord is seeking an experienced Sales Account Manager III to join our EPM Division. The Sales Account Manager III will be responsible for managing existing sales and customers, including but not limited to, the development and growth of new and existing relationships at all levels of the customer organization, as well as leading the identification, evaluation, and securing new business opportunities with specified customers. As a Sales Account Manager you will be responsible for providing forecasted usage, ensuring that customers adherer to Parker terms and Conditions, as well as for ensuring payment for services are made per the agreements. The EPM Sales Account Manager will report to the USC EPM Sales Manager and will take directive from the EPM Sales Manager on development and implementation of the different Sales Plans and Sales Incentives.
The Sales Account Manager will collaborate cross functionally to to ensure consistent implantation and improvement of Customer Engagement Processes through proactive identification of needs and improvements in coordination with the customer service, logistics, finance, technology and technical service team within Parker Lord. As Sales Account Manager, you may be asked to be a Global Key Account Manager that gives you overall responsibility on a key account or on a key growth spanet space.
This position is a Sales role and can be located out of a home office. Ideal locations for this position would be East Coast/Mid West and has access to a large airport. Must be able to travel 50-70, including overnight travel.
This role supports our Elastomer Processed Materials (EPM) Division. For more information, you can check out our website here: https://www.parker.com/us/en/divisions/elastomer-process-materials-division.html
Responsibilities
- Responsible for expanding the sales pipeline and for meeting sales goals at accounts while meeting sales growth projections set by the annual plans. Generate, manage, maintain spanet share, grow, and expand sales within the target area of business focus. Build a robust pipeline that support to achieve or surpass the Annual Operation Plan (Budget) for each of the spanet segments in the automotive and industrial sales areas following the commercial strategies defined by spaneting and sales.
- Responsible for directing the actions Parker Lord takes to secure the customer and to ensure levels of customer satisfaction while meeting profit margin goals per product and per account set from the global strategy.
- Responsible for supporting spanet growth goals by developing and maintaining excellent relationship with distributors, customers, commercial and government organizations that translate in long term businesses where Parker Lord provides value added solutions to the spanet.
- Collaborates with the Marketing Manager and the Sales Manager on identifying new or improved sales initiatives, spaneting campaigns and distribution channels to reach the spanets served by Parker Lord customers. Increase the relationship with decision makers (Directors, Plant Managers etc.) and/or leadership at customers.
- Gather relevant information through interactions with customers, potential customers, distributors, development partners, industry representatives, consultants, and others as necessary.
- Develop new spanets, engage in business development programs. Develop and increase the Parker Lord leadership in the spanet through technical activities, process improvements, sustainability projects and process audits.
- Ensure that spanet/customer opportunities are translated into terms (product applications) which become meaningful targets for development.
- Review and be aligned the price increase strategy in their accounts to keep targeted margins.
- Support spanet growth goals by developing and maintaining excellent relationship with customers, production and purchasing organizations.
- Develop understanding in the Corporative, group and division initiatives and work along with the Sales Manager and Marketing Managers on identifying spanet niches in the region that can be developed.
- Participate in external activities that include customer contact, tradeshows, industry meetings, technical associations, and local associations.
- To implement and follow up of corrective and preventive actions.
- Support and coordinate the customer service, quality, supply chain, finance, operations, technical service and technology departments to ensure that all services required by the customers and distributors is provided effectively and efficiently.
- Promote new and modified products to maintain or grow Parker Lord´s spanet share. To the same end, find new business opportunities and promote their development.
- Perform all activities in a safe way and engage with the division and corporate safety programs.
- Do and deliver all the call and expense reports on time.
Qualifications
Qualifications
- Required Education and Experience:
- Bachelors Degree in a technical field or business
- 3-5 yrs of experience in Sales, Marketing, Business Development, or any related areas.
- Other Requirements:
- Must hold a valid US Drive License and clean driving record.
- Must hold a valid passport for international travel when needed.
Business-To-Business experience and/or other correlated areas experience – basic Marketing knowledge, Market research skills and business development skills.
Communication Skills – Ability to initiate global relationships inside of the company and with external key contacts. Excellent communication skills, both verbal and written and be able to cold call potential clients with confidence are key for a successful business developer.
Presentations Skills – Ability to lead multidisciplinary meeting and be able to deliver clear messages.
Result Orientated – Focused in delivering success to the Company through the achievement of goals.
Technical Knowledge – The ability to understand and learn about Parker Lord solutions.
Process Orientation and Decision Making – Ability to develop, document, follow and improve sub-processes to control individual work; ability to work within larger defined processes and take appropriate action to address deviations.
Good knowledge of sales practices, leadership skills, decision-making and risk-taking skills.
Evaluating, Planning and Organization – The ability to understand the internal and external business environment, and to consistently determine the meaning and significance of changes; then, to collaborate in the planning and implementation of responsive strategies to achieve business objectives.
Strong problem-solving capabilities. Ability to manage several projects simultaneously with effective planning and communication skills.
Computer skills sufficient to independently manage e-mail communications, and use foundation application programs (i.e., MS office).
Competitive Compensation
- Pay Range for this role is $85,845 - $138,587 annually
- Participation in Sales Incentive Program
Benefit & Retirement Plans
Parker offers competitive benefit programs, including:
- Comprehensive coverage for medical, prescription drugs, dental, vision, voluntary optional life, accident insurance, hospital indemnity insurance and critical illness insurance with competitive premium cost.
- 401(k) Plan with company matching contributions at 100 of the first 5 of pay
- Company provided defined-contribution retirement plan with annual contribution equal to 3 of pay
- Career development and tuition reimbursement
- Additional benefits including paid parental leave, short and long-term disability programs, adoption assistance, a Care.com membership and financial planning assistance are provided at no cost to you.
- Supplemental benefit programs including identity protection, legal protection, and pet wellness are available at competitive rates.
- Paid Time Off and 13 Company-Paid Holidays.
Parker Hannifin
Parker Hannifin is a Fortune 250 global leader in motion and control technologies and systems. For more than a century the company has been enabling engineering breakthroughs that lead to a better tomorrow. Learn more at www.parker.com or parkerhannifin.
Equal Employment Opportunity
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. However, U.S. Citizenship, Permanent Residency or other appropriate status is required for certain positions, in accord with U.S. import & export regulations.(“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 Know Your Rights: Workplace Discrimination is Illegal (eeoc.gov) and Genetic Information Discrimination
Drug Tests
Drug-Free WorkplaceIn accordance with Parker’s policies and applicable state laws, Parker provides for a drug-free workplace. Therefore, all applicants seeking employment with Parker will be subject to drug testing as a condition of employment.
