1+ months

Territory Manager - South Central

Parker Hannifin Corporation
Hollis, NH 03049
Territory Manager - South Central

Location : HOLLIS, NH, United States
Job Family : Sales
Job Type : Regular
Posted : May 16, 2022
Job ID : 32323

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Job Description

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Parker Precision Fluidics (PPF) [www.parker.com/ppf], is a leading provider of miniature fluidic components and subsystems serving the medical, diagnostic and analytical instrumentation. Product technologies include miniature solenoid valves, proportional valves, multimedia valves, application-specific manifolds, pumps, and electronic pressure controllers.

As a TM / KAM you will have the opportunity to co-develop critical functionality of next generation Life Science equipment with OEMs and OEM Design Partners. PPF's TMs / KAMs are responsible for the growth of Parker Precision Fluidics (PPF) business by developing and maintaining B2B customers and supporting customer projects within the assigned territory. The key customer roles you will be interacting with on a daily basis are Engineering, R&D, and Procurement departments. This is an ideal role for the technical and social person looking for the next stage of their professional development. Typical customers will be within the Clinical Diagnostics, Respiratory and Anesthesia, Patient therapy, Molecular Analysis and Separations, and Agent Detection industries. Our broad portfolio of technologies include: miniature solenoid valves, proportional valves, multimedia valves, application-specific manifolds, pumps, and electronic pressure controllers and the opportunity to utilize multiple technologies for a subsystem level solution that could also include Parker products from other Divisions. This position has can be based in any state within the assigned territory. Assigned Territory: Texas, Louisiana, Mississippi, Alabama, Arizona, Oklahoma, Kansas, Nebraska, Colorado, New Mexico. Preferred location: Oklahoma, Texas, or Colorado Travel: Must be willing to travel to the extent necessary to accomplish essential job functions including customer meetings, attending seminars, training, and division meetings (typically 50% to 75%) as permitted by COVID-19 travel restrictions. Office: Territory Managers are required to maintain a home office in the territory.

+ Develop Territory Growth Strategy, Plan for Every Customer (PFEC), annual business sales and call plans with Manager to focus on meeting or exceeding Divisions and Territory's growth goals, sales plan and deployment of Division's strategies.

+ Develop and maintain OEM accounts by working closely with the respective decision makers in Engineering, R&D, and Procurement Departments as well as upper management within assigned territory.

+ Serves as the customers advocate within Parker by acting as the liaison and facilitator for the timely resolution of issues regarding any aspect of Parker support. Identifies technical, logistical, performance, or support issues with Parker products or services and leads or collaborates with team to resolve the issue. Evaluate, recommend, and implement strategies to increase customer satisfaction.

+ Plan, coordinate and confirm weekly itinerary to include 8-10 customer face-to-face meetings. Provide solutions to OEM applications using the principles of fluidics, Parker Precision Fluidics product offerings, and other Parker products as needed. Become the trusted fluidics advisor for OEMs in your territory. Has the ability to translate customer requirements into proposals that are priced to win and provide acceptable profits to meet company guidelines.

+ Prospect and penetrate new potential customers in territory to support Division initiatives and Territory Growth Plans

+ Capable of obtaining customer intel/forecasts, analyzing customer sales / ordering history and trends and translating that into division specific action plans as it relates to FY plan and outlook.

+ Understand details of the major OEM applications both in and out of the assigned territory.

+ Serves as the customer expert and Voice of Customer resource for accounts in the assigned territory.

+ Coordinate, lead or participate in negotiations for commercial agreements in line with Parker Hannifin policy utilizing Division management and Corporation legal department resources as necessary.

+ Organize and participate in customer meetings, customer presentations, and visits to Parker facilities.

+ Maintain a complete and up to date project tracker for all projects/programs with annual sales $100K+ and new projects with $100K+ potential.

+ Develop proficiency in consultative and value selling techniques used by PPF and continue professional development through training, attending trade shows/seminars and reading trade publications, etc.

+ Attend required tradeshows and actively pursue leads and contacts in and out of assigned territory.

+ Support Marketing, New Product Development or other Division initiatives as a commercial leader.

+ Adhere to all company policies, procedures, and business ethics codes.

+ All other duties as assigned by supervisor.

+ 5-10 years B2B direct OEM Sales Experience selling to large, complex customers, preferably in Medical and Life Sciences markets.

+ Bachelors Degree in Engineering/Engineering Technology required.

+ Background in miniature fluidics, pneumatic or hydraulic components and integrated systems or similar products preferred.

+ Ability to understand, describe, and discuss problems and present solutions over a long and complex design process.

+ Ability to develop, maintain and nurture long term customer relationships

+ Excellent written & verbal communication including MS PowerPoint, Word, Excel and Outlook, experience in CRM software preferred. Ability to communicate effectively with all levels of management and peers within Parker and Customer organizations.

+ Excellent emotional intelligence, interpersonal & time management skills.

+ Proven ability to grow faster than market growth rate in territory.

+ Project management skills and ability to lead, collaborate and facilitate diverse teams.

+ Creative problem solving skills.

+ Negotiation skills and judgement.

Parker Hannifin is a Fortune 250 global leader in motion and control technologies. 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.

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 http://www.eeoc.gov/employers/upload/eeoc\_self\_print\_poster.pdf and http://www1.eeoc.gov/employers/upload/eeoc\_gina\_supplement.pdf

Drug-Free WorkplaceIn accordance with Parkers 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.

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Posted: 2022-05-19 Expires: 2022-07-17

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Territory Manager - South Central

Parker Hannifin Corporation
Hollis, NH 03049

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