What are the responsibilities and job description for the Territory Sales Manager position at Parker Hannifin?
This territory spans Northwest Ohio and Southern Michigan. The ideal candidate would be centrally located near Toledo, OH.
The Connector Territory Manager is responsible for maintaining/increasing sales volume with existing and new accounts within the industrial and distribution channels. Accountable for executing assigned sales goals and sales plans within a designated sales territory. Responsible for securing and maintaining distribution of fluid connector products (hydraulic hose, thermoplastic hose and tubing, fittings, adapters, quick connects, industrial hose) and maintaining effective agreements.
Scope/ Supervision and Interaction
Does Not Have Direct Reports
Proactively works with all division management and related support departments to ensure customer service needs are met or exceeded. Represents company at trade shows and other professional activities. Reports to Regional Sales Manager.
Essential Functions:
- Develops and maintains strong client relationships with OEM customers and may or may not have distributor accounts while meeting position objectives. Ensures Parker products are specified to maintain and increase revenue by prioritizing the opportunities on an account-by-account basis to obtain optimum sales and margin results.
- Develops and maintains comprehensive technical knowledge of group/divisional products, applications, features, advantages and benefits. Keeps current with internal and external training and development.
- Obtains specifications and approvals at engineering firms, major accounts and/or distributors assigned to develop increased sales opportunities and margins.
- Develops and maintains comprehensive knowledge of competitive products and their activity in the marketplace and provide reports on a regular and/or monthly basis. Keeps management aware of changes that would affect the distribution of Parker products. Participates in the development and implementation of appropriate response strategies.
- Assists the divisions in planning strategy to provide the products and service required for their assigned accounts. Actively supports cross division and other group products with proper referral.
- Provides product training at the distributor and customer levels. Motivates and provides sales direction to the distributors. Assists in the conversion of competitive accounts to Parker.
- Qualifications:
- College degree (technical discipline may be required for some groups) with a minimum of 5 years in direct and/or distributor sales of industrial technical products.
- Ability to communicate effectively, both oral and written.
- PC skills a must.
- Must be able to travel overnight 50% to 70% of time; or as required.
- Proper product and system certification preferred.
- Must demonstrate ability to motivate and sustain sales growth in territory.
- Must be able to cross group sell.
- Must have proven track record of exceeds plus experience.