Position Summary
Parker Hannifin’s Refrigeration Specialties Business Unit of the Sporlan Division, is seeking a Territory Sales Manager covering the Eastern United States to fulfill a technical sales role. Responsible for maintaining / increasing sales volume and margin with existing and new accounts within the industrial refrigeration spanet. Accountable for executing assigned sales goals and sales plans within a designated sales territory. Responsible for securing sales at both the OEM and afterspanet/contractor level and building and maintaining effective customer relationships. Actively support the Corporation’s Win Strategy.
Responsibilities
-Develop and maintain strong client relationships with all customers including OEMs, wholesalers, contractors, and end users.
Develop and execute sales plans, as required, to visit all customers and prospects to insure coverage on a basis of maximum sales potential.
Obtain specifications and approvals at engineering firms, OEMs, and contractors in order to ensure Parker products are specified on customer equipment resulting in increased sales and margins.
Communicate, interpret, and deliver quotations, terms, and conditions of sales to customers.
Solicit orders and when necessary, notify and assist inside sales in writing orders with difficult specifications or terms.
Develop and maintain comprehensive technical knowledge of products, applications, features, advantages and benefits of divisional products. Keep current with internal and external training and development including involvement in industry organizations.
Train and assist customers regarding new products and applications.
Recommend and participate in establishing inventory levels of components and or finished products as required to serve the customers.
Investigate and make recommendations to new applications requiring modifications or new products, and initiate, report and follow up on new product opportunities.
Investigate customer complaints on products and services, and personally handle situations to customer and division satisfaction, obtaining other departmental assistance as needed.
Develop and maintain comprehensive knowledge of the competition and their activity in the spanetplace and provide reports on a regular basis. Keeps management aware of changes that would affect the sale of Parker products. Participates in the development and implementation of appropriate response strategies.
Assist in the development of price and discount schedules and participate in sales meetings, seminars, and training as directed.
Qualifications
Qualification Requirements:
To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and Experience:
Requires a bachelor’s degree from a four-year college or university and 5+ years experience in refrigeration, preferably industrial refrigeration.
Communication Skills:
Ability to read, analyze, and interpret general business periodicals, professional journals, or technical procedures.
Ability to write reports and business correspondence.
Ability to effectively make presentation and respond to questions from customers, vendors, managers/supervisors or other associates of the organization. Maintain regular customer and inside company contacts with department associates, supervisors and managers to train, motivate, guide and arrange schedule, requiring tact and discretion.
Ability to communicate effectively, both oral and written.
Other Abilities and Requirements:
Ability to operate various office equipment and proficient in a variety of software programs used in the department.
Requires a thorough understanding of company products and their functions.
Requires the ability to maintain a high degree of confidentiality.
Requires 50 travel.
Additional Comments:
The essential functions have been provided as examples of the type of work performed by employees assigned to this job classification. The Company reserves the right to modify the work assignments and/or to make reasonable accommodations so that qualified employees can perform the essential functions. The job description is not intended to be an all inclusive list of duties and responsibilities. It is intended to describe the general nature of the position.
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.(“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 Know Your Rights: Workplace Discrimination is Illegal (eeoc.gov) and Genetic Information Discrimination
