Sales Account Manager III - EPM

Position Summary


Parker Lord is seeking an experienced Sales Account Manager to join our EPM team. This position can be located in Cary, NC or Erie, PA and will require travel.

• Incumbent is 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.
  
• Incumbent is also responsible for leading the identification, evaluation, and for capturing new business opportunities at specified customers for Parker Lord.
  
  
• 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 EPM Account Manager reports to the USC EPM 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 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 incumbent 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.
  
  
• The incumbent 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.
  

Responsibilities

• 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 expenses reports on time.
  

Qualifications


Required Education

• Bachelor's degree in technical field or in business.
  

Preferred Education

• MBA
  
• Technical background.

Required Experience

• 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 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).
  

Preferred Experience

• Strong understanding of adhesives, polymers, materials, Rubber-To-Substrate, coatings and elastomer technologies.
  
• Technical knowledge to support basic inquires from the customers.
  

Required Certifications

• Must hold a full clean US driver license.
  
• Must hold a clean and valid passport.
  

Parker Hannifin


Parker Hannifin is a Fortune 250 global leader in motion and control technologies. For more than a century, we've enabled engineering breakthroughs that make energy cleaner, transportation safer, medical treatments more effective, and manufacturing more efficient.

With empowered team members in more than 40 countries, Parker serves customers across aerospace & defense, energy, HVAC & refrigeration, in-plant & industrial equipment, off-highway and transportation.

Our scale is global, but our purpose is personal. We enable breakthroughs that improve lives, strengthen communities and create a brighter future.

Our Purpose - Enabling Engineering Breakthroughs that Lead to a Better Tomorrow - comes to life through our people-first culture where teamwork drives performance, inclusion fuels innovation and growth is encouraged. This environment fosters collaboration and empowers team members from engineering and manufacturing to finance, supply chain, human resources, information technology and beyond.

By combining deep expertise with an entrepreneurial spirit, we help customers succeed in markets that demand performance, reliability, and sustainability.

As we look to the future, Parker is advancing initiatives in energy efficiency and sustainability while developing the next generation of talent and leaders to engineer a better tomorrow.

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 Employees & Job Applicants | U.S. Equal Employment Opportunity Commission

Drug Tests


Drug-Free Workplace
In 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.