Job Description

Incumbent is responsible for leading all sales and business development activities within the territory and key accounts and will be accountable for meeting or exceeding sales targets for the territory. Incumbent will develop and execute upon a sales plan to identify, evaluate, and capture new business across the territory and develop and grow business at existing accounts. Incumbent is also responsible for the development and growth of new and existing relationships at all levels of the specified customer’s organization including Supply Chain leadership, Program Leadership, Technology Leadership

MicroStrain is a subsidiary of Parker Hannifin located near Burlington, Vermont. We are consistently voted one of the best places to work in the state and have a long history of developing quality, cutting-edge products. You will enjoy the experience of working in a small, innovative atmosphere while provided the benefits of a large corporation.

Visit www.microstrain.com to learn more about our products and company!

Job Responsibilities

• Understand business potential and demographics in the territory and develop a detailed understanding of markets, applications, existing and potential target customers.
• Develop a detailed understanding of competitors’ activity within the territory.
• Develop a detailed annual operating plans (AOP) and five-year sales and business development strategy to maintain and grow key accounts and tracked programs and target customers in key markets.
• Understand our value proposition as a company and for our product lines.
• Manage pipeline, turning leads into opportunities and closing opportunities as wins
• Develop strategy to keep and grow sales at key accounts.
• Manage representatives to ensure that reps are following Parker requirements for lead follow up, tracking and reporting. Ensure reps are adequately trained and receive new product information and other relevant information in a timely manner.
• Develop time-in-territory plan at least three months in advance of travel, to ensure that representatives and customers have advance warning and to plan economical travel.
• Be the voice of the customer
• Ensure timely internal and external follow up to ensure that customer needs are met and that no leads or opportunities fall through the cracks
• Consistent use of CRM to track all leads and opportunities, and all interactions with customers
• Provides competitor feedback to business development, product management and engineering for use in NPI process
• Meet or exceed AOP and growth goals
• Prepare a monthly summary for review with sales manager
• Competently represent Parker in complex negotiations and presenting company portfolio.
• Perform all functions in accordance with Parker safety guidelines.
• Must have a valid driver’s license & the ability to operate a motor vehicle.
• Travel, up to 30-40%.
• Territory dependent upon location of incumbent

Desirable Skills and Experience

• Proven track record of identification, evaluation, and commercialization of new business opportunities
• Excellent teamwork, interpersonal, communication, persuasion, influencing, analytical, planning, problem-solving skills.
• Ability to manage many projects simultaneously with good project management, organization, planning, and strong leadership skills.
• Serve as the subject matter expert on winning new business at specified customer
• Relevant Industry Knowledge
• Adaptability to new technology
• Skilled in developing and maintaining customer relationships
• Higher level of probing and listening skills / value proposition development
• Passion for growth (vs. passion for protecting business)
• Higher level of leadership skills and influencing/persuasive skills
• Higher level of being a self-starter
• Solid knowledge of MS Office suite tools.

Work Experience

Required

• 5 years in business development and/or marketing positions in relevant industries, including leadership roles
• Direct experience in sales and business development with specified customer

Preferred

• Knowledge of SAP and Business Intelligence programs.
• Experience with sensors

Education

Required

• BS/BA (or equivalent) in relevant field
• MBA (or equivalent)

Languages

Required

• Fluency in English and other languages relevant to assignment
• Fluency in languages other than English a benefit

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 www.parker.com or @parkerhannifin.

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 http://www.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf
and
http://www1.eeoc.gov/employers/upload/eeoc_gina_supplement.pdf

Drug-Free Workplace
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.