Sales Account Manager - PMD

Parker Hannifin•Cary, NC

2d•Hybrid

About The Position

Parker Lord is seeking an experienced Sales Account Manager to join our Performance Materials Division (PMD). This role will require heavy travel. Cary, NC is the preferred location, however, we are open to candidates in various locations in the Southeast and Midwest. The Sales Account Manager will cover the following: Responsible for managing existing sales and customers, being responsible for the development and growth of new and existing relationships at all levels of the specified customer’s organization including but not limiting to Supply Chain, Program Management and Technology/ Technical Leadership. Responsible for leading the identification, evaluation, and for capturing new business opportunities at specified customers for Parker Lord – PMD Division. Responsible for providing forecasted usage, ensuring that customer adheres to Parker Terms and Conditions, as well as for ensuring payment for services per agreement. Incumbent is also the primary point of contact between Parker Lord and customer. The individual is responsible for directing the actions Parker Lord takes to secure the customer and to ensure levels of customer satisfaction while meeting the profit margin goals per product and per account set from the global strategy. Individual is responsible for expanding the sales pipeline and for meeting sales goals at accounts while meeting sales growth projections set by our annual plans. Said Incumbent can also be assigned as a Global Key Account Manager that gives the individual overall responsibility lead on a key account or on a key growth market space with lead early adopters who are global players. This involves coordination across all the account managers for the customer, the coordination of the actions, to be the lead in negotiations with the customers, and to guide the team with regards to the management of said account. GKAMs are the main contact and coordination point between Parker Lord global sales and the customer. The Sales Account Manager reports to the PMD Sales Manager, who is responsible for the development and implementation of the different Sales plans, sales initiatives defined for each of the market segments assigned. The Sales Account Manager collaborates in the consistent implementation 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 departments in Parker Lord. The Sales Account Manager will support market 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 market. Collaborates with the Marketing Manager and the Sales Manager on identifying new or improved sales initiatives, marketing campaigns and distribution channels to reach the markets served by Parker Lord customers. Ability to travel as necessary (expected to be 50-70% overnight travel time on a weekly basis). Generate, manage, maintain market share, grow, and expand sales within the target area of business focus. Gather relevant information through interactions with customers, potential customers, distributors, development partners, industry representatives, consultants, and others as necessary. Develop new markets, engage in business development programs. Ensure that market/customer opportunities are translated into terms (product applications) which become meaningful targets for development. Develop and increase the Parker Lord leadership in the market through technical activities, process improvements, sustainability projects and process audits. Review and be aligned the price increase strategy in their accounts to keep targeted margins. Support market growth goals by developing and maintaining excellent relationship with customers, production and purchasing organizations. Increase the relationship with decision makers (Directors, Plant Managers etc.) and/or leadership at customers. Develop understanding in the Corporative, group and division initiatives and work along with the Sales Manager and Marketing Managers on identifying market niches in the region that can be developed. Participate in external activities that include customer contact, tradeshows, industry meetings, technical associations, and local associations. Build a robust pipeline that support to achieve or surpass the Annual Operation Plan (Budget) for each of the market segments in the automotive and industrial sales areas following the commercial strategies defined by marketing and sales. 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 market 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.

Requirements

Bachelor’s degree in a technical field or in business.
3-5 years of experience in Sales, Marketing, Business Development, or any correlated areas.
Business-To-Business experience and/or other correlated areas experience.
Basic Marketing knowledge.
Market research skills.
Business development skills.
Ability to initiate global relationships inside of the company and with external key contacts.
Excellent communication skills, both verbal and written.
Ability to cold call potential clients with confidence.
Ability to lead multidisciplinary meetings.
Ability to deliver clear messages.
Focused in delivering success to the Company through the achievement of goals.
The ability to understand and learn about Parker Lord solutions.
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 skills.
Risk-taking skills.
The ability to understand the internal and external business environment, and to consistently determine the meaning and significance of changes.
Ability 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).
Must hold a full clean US driver license.
Must hold a clean and valid passport.

Nice To Haves

MBA
Technical background.
Strong data analytical skills.
High emotional intelligence competency.
Strong understanding of adhesives, polymers, materials, Rubber-To-Substrate, coatings and elastomer technologies.
Technical knowledge to support basic inquiries from the customers.

Responsibilities

Managing existing sales and customers.
Developing and growing new and existing relationships at all levels of the specified customer’s organization.
Leading the identification, evaluation, and capturing of new business opportunities.
Providing forecasted usage.
Ensuring customer adherence to Parker Terms and Conditions.
Ensuring payment for services per agreement.
Acting as the primary point of contact between Parker Lord and the customer.
Directing Parker Lord's actions to secure customers and ensure customer satisfaction while meeting profit margin goals.
Expanding the sales pipeline and meeting sales goals.
Coordinating actions with other account managers for key accounts.
Leading negotiations with customers.
Guiding teams in the management of key accounts.
Collaborating in the implementation and improvement of Customer Engagement Processes.
Supporting market growth goals by developing and maintaining relationships with distributors, customers, commercial, and government organizations.
Collaborating on identifying new or improved sales initiatives, marketing campaigns, and distribution channels.
Generating, managing, and maintaining market share, growing, and expanding sales within the target area of business focus.
Gathering relevant information through interactions with customers, potential customers, distributors, development partners, industry representatives, consultants, and others.
Developing new markets and engaging in business development programs.
Ensuring market/customer opportunities are translated into meaningful targets for development.
Developing and increasing Parker Lord's leadership in the market through technical activities, process improvements, sustainability projects, and process audits.
Reviewing and aligning with the price increase strategy in their accounts to keep targeted margins.
Supporting market growth goals by developing and maintaining excellent relationships with customers, production, and purchasing organizations.
Increasing relationships with decision-makers and leadership at customers.
Developing understanding of corporate, group, and division initiatives and identifying market niches.
Participating in external activities including customer contact, tradeshows, industry meetings, technical associations, and local associations.
Building a robust pipeline to achieve or surpass the Annual Operation Plan (Budget).
Implementing and following up on corrective and preventive actions.
Supporting and coordinating customer service, quality, supply chain, finance, operations, technical service, and technology departments.
Promoting new and modified products to maintain or grow Parker Lord's market share.
Finding new business opportunities and promoting their development.
Performing all activities in a safe way and engaging with division and corporate safety programs.
Delivering call and expense reports on time.

Benefits

Parker Hannifin is a Fortune 250 global leader in motion and control technologies.
Enabled engineering breakthroughs that make energy cleaner, transportation safer, medical treatments more effective, and manufacturing more efficient.
Empowered team members in more than 40 countries.
Serves customers across aerospace & defense, energy, HVAC & refrigeration, in-plant & industrial equipment, off-highway and transportation.
People-first culture where teamwork drives performance, inclusion fuels innovation and growth is encouraged.
Environment fosters collaboration and empowers team members from engineering and manufacturing to finance, supply chain, human resources, information technology and beyond.
Combining deep expertise with an entrepreneurial spirit.
Advancing initiatives in energy efficiency and sustainability.
Developing the next generation of talent and leaders.
Equal Opportunity and Affirmative Action Employer.
Ensures 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 Residency or other appropriate status is required for certain positions, in accord with U.S. import & export regulations.
Drug-Free Workplace.