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Regional Sales Executive
2 months ago
Company: Parker Hannifin Corporation
Job Family: Sales
Job Type: Regular
Overview:
Parker Hannifin Corporation is a premier provider of miniature fluidic components and subsystems, catering to the medical, diagnostic, and analytical instrumentation sectors. Our product range includes miniature solenoid valves, proportional valves, multimedia valves, application-specific manifolds, pumps, and electronic pressure controllers.
Work Environment:
Join a team of innovative thinkers and contribute to the development of cutting-edge technology and products. We foster an engaging and supportive workplace where individual and team achievements are recognized, offering vast opportunities for professional and personal growth.
Role Responsibilities:
As a Regional Sales Executive, you will collaborate with OEMs and design partners to co-develop essential functionalities for next-generation Life Science equipment. Your primary responsibility will be to drive the growth of Parker Precision Fluidics (PPF) by establishing and nurturing B2B customer relationships and supporting customer projects within your designated territory.
Key Interactions:
You will engage daily with key customer roles, including Engineering, R&D, and Procurement departments. This position is ideal for a technically adept and socially skilled individual seeking to advance their career.
Customer Focus:
Your typical clientele will span industries such as Clinical Diagnostics, Respiratory and Anesthesia, Patient Therapy, Molecular Analysis and Separations, and Agent Detection.
Technology Portfolio:
Parker's extensive technology offerings include:
- Miniature solenoid valves
- Proportional valves
- Multimedia valves
- Application-specific manifolds
- Pumps
- Electronic pressure controllers
This role allows you to leverage multiple technologies for subsystem-level solutions, potentially incorporating products from other divisions of Parker.
Territory and Travel:
Your assigned territory will encompass Tennessee, North Carolina, South Carolina, Georgia, and Florida. Frequent travel (50% to 75%) will be necessary for customer meetings, seminars, training, and division meetings, subject to travel restrictions.
Home Office:
Regional Sales Executives are expected to maintain a home office within their territory.
Strategic Development:
Develop a Territory Growth Strategy and a Plan for Every Customer (PFEC) in collaboration with your manager to meet or exceed growth goals and sales plans.
Account Management:
Build and maintain OEM accounts by closely working with decision-makers in Engineering, R&D, and Procurement, as well as upper management within your territory.
Customer Advocacy:
Act as the customer's advocate within Parker, facilitating timely resolutions to any issues regarding Parker's support.
Problem Resolution:
Identify and address technical, logistical, performance, or support issues with Parker products or services, collaborating with teams to resolve these challenges.
Customer Engagement:
Plan and confirm a weekly itinerary that includes 8-10 face-to-face customer meetings. Provide solutions to OEM applications utilizing fluidics principles and Parker Precision Fluidics product offerings.
Sales Expertise:
Translate customer requirements into competitive proposals that align with company profit guidelines. Actively prospect and penetrate new potential customers to support division initiatives and growth plans.
Customer Insights:
Gather customer intelligence, analyze sales trends, and develop action plans that align with fiscal year objectives.
Negotiation and Collaboration:
Coordinate and lead negotiations for commercial agreements in accordance with Parker Hannifin policies, utilizing division management and legal resources as necessary.
Project Management:
Maintain an up-to-date project tracker for all projects with annual sales exceeding $100K and new projects with similar potential.
Professional Development:
Enhance your skills in consultative and value selling techniques, and pursue continuous professional development through training, trade shows, and industry publications.
Company Commitment:
Parker Hannifin is a Fortune 250 global leader in motion and control technologies, dedicated to fostering an inclusive and diverse workplace. We are an Equal Opportunity and Affirmative Action Employer, committed to ensuring equal employment opportunities for all applicants and employees.
