Channel Manager

The Channel Manager is a key role within the Sales function and will serve as the "CEO" for their designated market with a focus on maximizing profitable sales growth. This includes sales management, support and training of the distributors' sales representatives and regional sales management teams. Also responsible for coordinating and implementing key marketing programs within the distribution network to deliver key performance objectives. Additional responsibilities include developing strategic relationships across all levels of the distributors' organization, and identifying new distributors as needed to service the markets geography.

This position can be a home office based position if not already located at a Parker site. If located at a Parker Site, this role will be based out of your current site and will follow a four day in office, one day work from home hybrid schedule. Candidate location in Midwest or Eastern US is preferred.

* Lead quarterly Distributor Business Plan reviews with each Preferred Distributor, where sales and sales pipeline objectives are discussed and annual action plans are developed and updated.

* Using an entrepreneurial mindset, manage and deliver sales that meet or exceed annual quota.

* Set, communicate, and monitor SMART goals. Ensure that each distributor is on track to meet those goals.

* Develop analytical tools to monitor distributor performance, by region and distributor sales reps, by products and industry segments served. Key deliverable to include monthly/quarterly assessment of key distribution partners' performance to drive alignment and best practices for both Parker LORD and distributor teams. Unpack and share findings on a regular basis to internal Sales Team and prepare reports accordingly to advise Parker LORD leadership on progress

* Support all distributor wide communications as the lead on behalf of Parker LORD for such initiatives (pricing actions, supply issues, program offerings, etc.) - serve as the "face of the business" to distributor leadership

* Manage distributor list, their territories, and identify and thoroughly vet new distributors.

* Measure distributors' performance through scorecards and conduct quarterly accountability and coaching check-in sessions for each distributor.

* Use CRM to manage the prioritized pipeline (leads and opportunities), contacts, and trip reports. Align each distributors' pipeline to our internal Parker LORD CRM pipeline

* Proactively monitor and manage pipeline health. Identify and execute activities that will: increase the number of opportunities, increase average opportunity size, improve close rate, and reduce the average time to close.

* Communicate yearly sales goals and review distributors' strategies for achieving new product sales target.

* Coordinate and prioritize LORD technical resources needed at the distributors.

* Work closely with the territory sales team to drive distributor engagement, pipeline alignment and growth targets. Support and/or mentor other account managers who have distributor responsibility.

* Manage distributor participation in tradeshows and industry events.

* Train distributors on new product launches and/or new product lines - this includes on-boarding packages for all new sales reps and sales managers at key distribution partners.

* Support sales forecasting process.

* Coordinates knowledge sharing of channel management best practices with other Parker divisions and global regions as needed

* Ability to travel at least 50% of the time.

Required Qualifications:

* 4-year B.S or B.A. degree with 5-7 years of sales and/or distributor management experience.

* Competent and clear communicator of expectations and goals.

* Proven experience with indirect sales and channels of distribution. Extreme focus on activities that generate revenue. Does not attempt to resolve customer issues not related to sales, but instead leverages experts within the appropriate business function.

* Exceptionally organized and maximizes use of time.

* Demonstrates confidence and poise when communicating at any level of the customer organization.

* Is not deterred by confrontation. Remains proactive even when confronted with multiple rejections.

* Excellent prospecting skills using multiple communication forms including face-to-face, telephone, voicemail, email, and other digital tools.

* Demonstrates an ability to understand the customer's buying process.

* Skilled at using various resources such as LinkedIn, business journals, trade shows and others to connect with influencers and decisionmakers at customer and their extended value chain.

* Excellent at using probing, open-ended questions during the discovery process to identify critical business needs and personal motivations for all influencers and decisionmakers prior to drafting a proposal.

* Develops professional proposals that are tailored to discovery outputs and stakeholders needs.

* Excellent storytelling skills. Can deliver and articulate a concise sales story to new prospects in a way that captures the customer's attention and focuses on the needs of the customer.

* Consistently delivers price premiums through effective value proposition development and delivery.

* Proven ability to influence and lead without direct authority.

* Excellent presentation skills.

Preferred Qualifications:

* B.S. degree in business, sales, or marketing

* Advanced marketing or sales training

* Proficient in using a CRM system to manage a sales pipeline.

* Experience with B2B engineered products.

* Knowledge of best practices in Sales, Marketing, Business Development

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. This position is subject to meeting export compliance eligibility requirements.

("Minority / Female / Disability / Veteran / VEVRAA Federal Contractor")

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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.