Sales Account Mgr III - EPM

Position Summary

Parker Lord is seeking an experienced Sales Account Manager to join our EPM team. This position has the ability to be located out of a home office and will also require travel. Details on the role can be found below.

Responsibilities

• Manage existing sales and customers, develop and grow new and existing relationships at all levels of the specified customer’s organization including Supply Chain, Program Management and Technology/Technical Leadership.
• Lead the identification, evaluation, and capture of new business opportunities at specified customers for Parker Lord.
• Provide forecasted usage, ensure adherence to Parker Terms and Conditions, and ensure payment for services per agreement.
• Act as the primary point of contact between Parker Lord and customer, directing actions to secure the customer and meet profit margin goals.
• Expand the sales pipeline and meet sales goals at accounts while meeting sales growth projections set by our annual plans.
• Be assigned as a Global Key Account Manager, leading on key accounts or growth markets with global players, coordinating actions, leading negotiations, and guiding the team with account management.
• Support market growth goals by developing and maintaining relationships with distributors, customers, commercial and government organizations, translating into long-term business partnerships.
• Collaborate with the Marketing Manager and Sales Manager on sales initiatives, marketing campaigns, and distribution channels to reach Parker Lord's customer markets.
• Travel as necessary (50-70% overnight travel time on a weekly basis).
• Generate, manage, maintain market share, grow, and expand sales within the target area of business focus.
• Gather relevant information through interactions with customers, potential customers, distributors, development partners, industry representatives, consultants, and others as necessary.
• Develop new markets, engage in business development programs.
• Ensure market/customer opportunities are translated into terms (product applications) which become meaningful targets for development.
• Develop and increase Parker Lord's leadership in the market through technical activities, process improvements, sustainability projects, and process audits.
• Review and align the price increase strategy in accounts to keep targeted margins.
• Support market growth goals by developing and maintaining excellent relationships with customers, production, and purchasing organizations.
• Increase relationships with decision-makers (Directors, Plant Managers, etc.) and/or leadership at customers.
• Develop understanding in corporate, group, and division initiatives and work with the Sales Manager and Marketing Managers on identifying market niches in the region that can be developed.
• Participate in external activities that include customer contact, trade shows, industry meetings, technical associations, and local associations.
• Build a robust pipeline to support achieving or surpassing the Annual Operation Plan (Budget) for each market segment in the automotive and industrial sales areas following the commercial strategies defined by marketing and sales.
• Implement and follow up on corrective and preventive actions.
• Support and coordinate customer service, quality, supply chain, finance, operations, technical service, and technology departments to ensure that all services required by customers and distributors are provided effectively and efficiently.
• Promote new and modified products to maintain or grow Parker Lord's market share.
• Find and promote new business opportunities.

Qualifications

• 3-5 years of experience in Sales, Marketing, Business Development, or any correlated areas.
• Business-to-Business experience and/or other correlated areas experience - basic Marketing knowledge, Market research skills, and business development skills.
• Communication Skills - Ability to initiate global relationships inside of the company and with external key contacts. Excellent communication skills, both verbal and written, and the ability to cold call potential clients with confidence are key for a successful business developer.
• Presentation Skills - Ability to lead multidisciplinary meetings and deliver clear messages.
• Result-Oriented - Focused on delivering success to the Company through the achievement of goals.
• Technical Knowledge - The ability to understand and learn about Parker Lord solutions.
• Process Orientation and Decision-Making - Ability to develop, document, follow, and improve sub-processes to control individual work; ability to work within larger defined processes and take appropriate action to address deviations.
• Evaluating, Planning, and Organizing - The ability to understand the internal and external business environment and determine the meaning and significance of changes; then, to collaborate in the planning and implementation of responsive strategies to achieve business objectives.
• Strong problem-solving capabilities. Ability to manage several projects simultaneously with effective planning and communication skills.
• Computer skills sufficient to independently manage e-mail communications and use foundation application programs (i.e., MS office).

Preferred

• Strong understanding of adhesives, polymers, materials, Rubber-To-Substrate, coatings, and elastomer technologies.
• Technical knowledge to support basic inquiries from customers.
• Experience Required: 3-5 years of experience in Sales, Marketing, Business Development, or any correlated areas.
• Education Required: Bachelor’s degree in technical field or in business.
• Preferred: MBA.

Certifications

• Must hold a full clean US driver license.
• Must hold a clean and valid passport.

Languages

• English Preferred.
• Spanish and others.

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.

Drug Tests

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.