Distributor & USG Pre-Award Account Manager

Position Summary

Position Summary:

Responsible for the management of Parker Lord Aerospace & Defense's (NVH Division) distribution partners serving primarily the U.S. & Canada, with global reach into select markets. This includes sales management, support and training of the preferred distributors' sales representatives and regional sales management teams. Also responsible for implementing key marketing programs within the distribution network to deliver key performance objectives. Additional responsibilities include developing strategic relationships across all levels of the distributors' organization, and identifying new distributors as needed. Supports the U.S. Government Sales Manager by helping manage day-to-day sales activities, customer communications, quote and order follow-up, contract coordination, and internal cross-functional support.

Responsibilities

Responsibilities:

• Manage distributors, their territories, and identify new distributors as needed.

• Participate in quarterly Distributor Business Plan reviews with each distributor partner, where sales, pipeline opportunities, and key activities are discussed.

• Communicate yearly sales goals and review distributors' strategy for achieving new sales of Aerospace & Defense products sold through the distributor partners within the US & Canada & select global markets. Ensure that each distributor is on track to meet those goals.

• Lead NDA, contract, and pricing negotiations with distributors to secure timely, commercially sound agreements that protect the business, support strategic growth, and strengthen distributor partnerships.

• Coordinate annual distributor sales meeting and Parker Lord participation in tradeshows.

• Coordinate and prioritize Technical Support needed at the distributors and train them on new product launches to be sold in the Aerospace & Defense market.

• Work with, and challenge as necessary, the Division Pricing Manager regarding pricing of products and implementation as required at the preferred distributors.

• Supply monthly/quarterly POS reports, and pipeline updates as requested by Sales Manager for all distributor partners.

• Complete an annual product catalog review to identify top-and low-performing parts, assess key sales drivers and recommend actions to grow sales, reduce low-performing items, and optimize distributor product mix.

• Support the U.S. Government Sales Manager with pre-award key account activities, including reviewing daily procurement opportunities, analyzing solicitations, leading pricing and contract negotiations and administering highly competitive, major contract requirements by evaluating performance requirements and customer purchase order requirements against Long-Term Agreements.

Qualifications

Qualifications

Required:

• 5 years' minimum experience with indirect sales and channels of distribution

• Meticulous attention to detail; highly organized and data-driven

• Strong project management skills

• Excellent interpersonal communication and facilitation skills; ability to influence without direct authority

• Ability to communicate status, actions, and recommendations with clarity and ensure team alignment; Competent and clear communicator of expectations and goals

• Able to train others on benefits and performance of Parker Lord products

• Global Mindset- considers regional and cultural market and business differences when making decisions, and aligns actions with broader global objectives

• Strong computer skills, including SAP and Microsoft 365, with ability to quickly learn new applications

• Bachelor's degree in business or related field

• Travel up to 40% (domestic)

Preferred:

• 3-5 years of direct people leadership (coaching, performance management)
• Knowledge of NVH product lines, applications, and markets
• MBA or equivalent advanced degree

Conditions of Employment

This position is subject to meeting U.S. export compliance and/or U.S. Government contracting citizenship eligibility requirements.

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.