Parker Hannifin Corporation
Territory Sales Eng/Mgr (North CA, AZ, NV, UT)
Parker Hannifin Corporation, Hollis, New Hampshire, us, 03049
As a TM 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 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 includes miniature solenoid valves, proportional valves, multimedia valves, application‑specific manifolds, pumps, and electronic pressure controllers. You will have the opportunity to utilize multiple technologies for a subsystem level solution that could also include Parker products from other divisions.
This position can be based in any state within the assigned territory.
Assigned Territory: Arizona, Nevada, Utah, Northern California
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 each customer (PFEC), annual business sales, and call plans with Manager to focus on meeting or exceeding Division’s and Territory’s growth goals.
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.
Act as the customer advocate within Parker by facilitating timely resolution of issues regarding Parker support. Identify technical, logistical, performance, or support issues and collaborate with the team to resolve them, evaluating, recommending, and implementing strategies to increase customer satisfaction.
Plan, coordinate, and confirm weekly itinerary to include 8–10 customer face‑to‑face meetings when possible.
Provide solutions to OEM applications using principles of fluidics, Parker Precision Fluidics product offerings, and other Parker products as needed. Become the trusted fluidics advisor for OEMs in your territory and translate customer requirements into proposals that are priced to win while meeting company profit guidelines.
Prospect and penetrate new potential customers in territory to support Division initiatives and Territory Growth Plans.
Obtain customer intel/forecasts, analyze customer sales and ordering history and trends, and translate that into division‑specific action plans for FY plan and outlook.
Understand details of major OEM applications both in and out of assigned territory. Serve 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 Corporate 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.
Attend required trade shows 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.
Bachelor’s Degree in Engineering/Engineering Technology preferred. Business degree optional with required experience.
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 Precision Fluidics Division (PPF) is one of the world’s leading providers of Life Science components and subsystems. Our division delivers leading‑edge fluidic solutions that enhance Life Science customer technology and increase their speed to market. This is achieved through direct engineering collaboration with customers to generate technical solutions optimized for application‑specific requirements to support critical functionality of next generation Medical and Life Science Instrumentation.
PPF team members are entrepreneurially customer focused with the infrastructure and support of a mature Division utilizing continuous improvement, the Parker Toolset and Win Strategy. Our culture is built on a foundation of integrity, innovation, and customer satisfaction, resulting in a Division that consistently grows, winning multiple CEO awards and, best of all, our team members share in Parker’s success.
Competitive Compensation
Salary range: $76,347 – $145,256 (exempt)
Participation in Sales Incentive Plan
Benefit and Retirement Plans
Medical, prescription drugs, dental, vision, voluntary optional life, accident insurance, hospital indemnity insurance and critical illness insurance coverage.
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 include paid parental leave, short and long‑term disability programs, adoption assistance, a Care.com membership and financial planning assistance provided at no cost.
Supplemental benefit programs such as identity protection, legal protection, and pet wellness available at competitive rates.
Paid Time Off and 13 company‑paid holidays.
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 on job‑related reasons regardless of race, ethnicity, color, religion, sex, sexual orientation, age, national origin, disability, gender identity, or genetic information. U.S. citizenship, permanent residency or other appropriate status is required for certain positions in accordance with U.S. 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.
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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 includes miniature solenoid valves, proportional valves, multimedia valves, application‑specific manifolds, pumps, and electronic pressure controllers. You will have the opportunity to utilize multiple technologies for a subsystem level solution that could also include Parker products from other divisions.
This position can be based in any state within the assigned territory.
Assigned Territory: Arizona, Nevada, Utah, Northern California
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 each customer (PFEC), annual business sales, and call plans with Manager to focus on meeting or exceeding Division’s and Territory’s growth goals.
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.
Act as the customer advocate within Parker by facilitating timely resolution of issues regarding Parker support. Identify technical, logistical, performance, or support issues and collaborate with the team to resolve them, evaluating, recommending, and implementing strategies to increase customer satisfaction.
Plan, coordinate, and confirm weekly itinerary to include 8–10 customer face‑to‑face meetings when possible.
Provide solutions to OEM applications using principles of fluidics, Parker Precision Fluidics product offerings, and other Parker products as needed. Become the trusted fluidics advisor for OEMs in your territory and translate customer requirements into proposals that are priced to win while meeting company profit guidelines.
Prospect and penetrate new potential customers in territory to support Division initiatives and Territory Growth Plans.
Obtain customer intel/forecasts, analyze customer sales and ordering history and trends, and translate that into division‑specific action plans for FY plan and outlook.
Understand details of major OEM applications both in and out of assigned territory. Serve 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 Corporate 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.
Attend required trade shows 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.
Bachelor’s Degree in Engineering/Engineering Technology preferred. Business degree optional with required experience.
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 Precision Fluidics Division (PPF) is one of the world’s leading providers of Life Science components and subsystems. Our division delivers leading‑edge fluidic solutions that enhance Life Science customer technology and increase their speed to market. This is achieved through direct engineering collaboration with customers to generate technical solutions optimized for application‑specific requirements to support critical functionality of next generation Medical and Life Science Instrumentation.
PPF team members are entrepreneurially customer focused with the infrastructure and support of a mature Division utilizing continuous improvement, the Parker Toolset and Win Strategy. Our culture is built on a foundation of integrity, innovation, and customer satisfaction, resulting in a Division that consistently grows, winning multiple CEO awards and, best of all, our team members share in Parker’s success.
Competitive Compensation
Salary range: $76,347 – $145,256 (exempt)
Participation in Sales Incentive Plan
Benefit and Retirement Plans
Medical, prescription drugs, dental, vision, voluntary optional life, accident insurance, hospital indemnity insurance and critical illness insurance coverage.
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 include paid parental leave, short and long‑term disability programs, adoption assistance, a Care.com membership and financial planning assistance provided at no cost.
Supplemental benefit programs such as identity protection, legal protection, and pet wellness available at competitive rates.
Paid Time Off and 13 company‑paid holidays.
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 on job‑related reasons regardless of race, ethnicity, color, religion, sex, sexual orientation, age, national origin, disability, gender identity, or genetic information. U.S. citizenship, permanent residency or other appropriate status is required for certain positions in accordance with U.S. 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.
#J-18808-Ljbffr