PARKER HANNIFIN CORP | Territory Sales Manager

hace 1 día

veracruz, México PARKER HANNIFIN CORP A tiempo completo

Org Marketing Statement

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 or @parkerhannifin.

Position Summary

Target-oriented and experienced to manage customers and distributors external sales representatives in the assigned territory to ensure that sales targets are achieved. The incumbent shall develop and lead current customer portfolio and open projects considering a priority: Parker Lord code of conduct and our policies, customer experience, profitability, and long-term commercial relationships. The Territory Sales Manager is responsible for effectively attending: Automotive customers (OEMs and Tiers), Non-Automotive customers, and Distributors in any application segmented within AAS, ELO, TM, PAA segments. The incumbent reports to the APS Sales Manager Mexico, part of the Engineered Materials Group Automotive and Electrification Sales Team.

Responsibilities

  • Ability to travel as necessary (potentially up to 80%) – predominantly via automobile and airplane – and often with as little as 24 hours’ notice.
  • Develop and increase market company leadership on direct serviced customers.
  • Develop and increase distributors engagement with Parker Lord for indirect serviced customers.
  • Implement and follow up on corrective and preventive actions.
  • Successfully negotiate price increase strategies to ensure business profitability.
  • Support market growth goals by developing and maintaining excellent relationships with customers, production, and purchasing organizations.
  • Collaborate with the Marketing Specialist and the Sales Manager on identifying new or improved distribution channels to reach the markets served by Lord de Mexico.
  • Lead implementation and improvement of Customer Engagement Processes through proactive identification of needs and improvements in coordination with the customer service, logistics, finance, and Technical Service departments in Lord.
  • Prepare quarterly territory business summary to present to Divisional leadership.
  • Prepare demand projections on a monthly basis of the territory assigned to maintain an adequate SOP process and adjust timely if market conditions change.
  • Prepare Sales projections on a monthly basis of the territory assigned to maintain an adequate AOP and adjust timely if market conditions change.
  • Prospect and generate new leads to increase the pipeline.
  • Weekly schedule planning (appointments, reports, calls, territory research, customer visits, etc.).
  • Work on sales follow-up activities.
  • Increase customer contacts he/she engages with on a regular basis (Buyer, planner, process, engineering, etc.).
  • Collaborate with other departments' representatives to successfully achieve goals.
  • Participate in strategic activity to increase market presence including trainings, industry meetings, workshops, trade shows, technical associations, foreign licensees and affiliates, and local associations.
  • Maintain and grow the current business by implementing business tactics defined by Sales Managers.
  • Initiate and follow up on prospects communications on assigned Key Accounts or Sales Initiatives.
  • Maintain CRM data updated and tracked continuously.
  • Develop understanding in the Corporative and Regional initiatives and work along with the Sales Manager and Marketing Specialist on identifying niches in the region where we can develop them.
  • Build a robust pipeline that supports achieving and/or surpassing the Annual Operation Plan (Budget) for each of the market segments in the automotive sales area following the commercial strategies defined by marketing and sales.
  • Understand Lord internal processes, initiatives, and systems.
  • Maintain and continue to develop individual and organizational skills and processes.

Qualifications

We would like to hear from you if you have:

  • Bachelor’s degree in Chemistry, Business, Marketing, or related field.
  • Business acumen.
  • At least 5 years of experience in B2B sales and Automotive OEMs and Tier I suppliers.
  • Proven track record of achieving results, managing multiple projects whilst complying with all regulatory requirements and company policies/procedures.
  • Excellent written, verbal, and interpersonal communication skills in English are required.
  • Strong understanding of adhesive technologies and experience in technical support areas is a plus.

Equal Employment Opportunity

Parker is an equal opportunity employer and does not discriminate on grounds of age, race, religion, ethnic origin, sex, sexual orientation or disability in relation to recruitment and employment.

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