Aftermarket Business Development Mgr. II (SSO Division - Irvine, CA)

Position Summary

Position Summary:

Responsible for formulating, leading, and implementing successful aftermarket business strategies across Divisions and the Aerospace Group for Defense Logistics Agency (DLA) that provides long term growth and leverages Parker's capabilities. Leads a Key Account team to increase market share and retain military aftermarket customers. Acts as a liaison between the team, customers, Divisions, and Group leadership.

Scope/Supervision and Interaction:

_ X__ Has Direct Reports ____ Does Not Have Direct Reports

Provides leadership and executes strategic aftermarket business initiatives; is the primary contact for a combined customer base of moderate scope. Leads a team that may include domestic and international direct reports. Has regular interaction with customers, Division and Group leadership and customer executives; coordination may cross multiple sites and divisions. Typically reports into a Customer Support division staff position.

Responsibilities

1. Develops and manages proposals and contracts of moderate scope and complexity to attract the customer and provide an acceptable level of return to the company. Researches customer requirements and translates them into development opportunities. Develops strategies and solutions for contracts opened for re-negotiation during the contract period.

2. Directs and generates business opportunities for SSO and across multiple divisions. Develops and implements divisional, market and regional aftermarket strategies for domestic and international programs. Determines the need for cross-division teaming and external strategic partner/alliances to gain business.

3. Supports the Key Account team in customer negotiations. Holds regular meetings with the team to develop strategic and tactical plans, and to monitor customer and competitor status.

4. Conducts competitive research, evaluates sales performance, and formulates goals and milestones for specific products and systems. Applies thorough understanding of Parker and competitor products, technical capabilities, operational capacity, and market intelligence to influence future plans and strategies.

5. Serves as the liaison and facilitator with customers and Group/OEM Marketing to resolve cost, product quality, delivery, and performance concerns within and across divisions on existing and new programs. Stays in close contact with division teams to enable rapid turnaround solutions.

6. Identifies and creates capture strategies to align multiple divisions to pursue growth opportunities taking responsibility for action item oversight over extended capture phases.

7. Develops and maintains relationships with customers to gain knowledge of future market and customer needs and further develop business opportunities.

8. Maintains an extensive network of industry contacts (suppliers, customers, competitors) in target market to retain and capture new business. Takes steps to protect and safeguard Parker's reputation and intellectual property.

9. Develops team objectives by reviewing customer requirements and conferring with management teams. Hires and assimilates new team members on a global basis. Evaluates and provides performance feedback to ensure team results meet expectations through effective leadership. Implements training and development, and creates succession plans, to ensure skills and leadership capabilities are maintained and enhanced.

10. Acts as prime consultant to management on significant issues and serves as technical subject expert and resource. Shares specialized knowledge with others; may serve as a mentor. Maintains professional and technical knowledge by attending seminars, reviewing trade and technical publications, establishing professional networks, participating in professional associations, and attending industry trade shows.

Qualifications

- Bachelor's degree (BA) in Marketing, Engineering, or related field. MBA desired.

- Ten or more years of increasingly responsible aerospace experience, including five or more years of high-level account management, customer relationship management experience, or project and customer program management with established contacts. Prior experience leading teams with major revenue accountability.

- Thorough knowledge of industry practices, company and competitor products, technology, and service capabilities, and U.S. and International regulations and policies related to marketing and business development for aftermarket, airline, military or OEM customers.

- Comprehensive understanding of contractual terms and financial modeling (e.g. pricing; evaluation of RFQ's)

- Thorough knowledge of program management principles and related business processes and procedures, including technical and business proposal development.

- Background with and specialized knowledge of domestic and international customer budgeting, procurement regulations, and acquisition processes and procedures.

- Ability to translate customer desires and projected requirements into business development strategies and develop solutions to customer problems

- Effectively resolves issues at the appropriate division working level. Communicates in an effective manner with internal and external Division Leadership.

- Ability to develop and respond to significant inquiries or complaints from customers, regulatory agencies, or members of the business community.

- Effectively and persuasively present information to customers, Division and Group leadership and customer executives.

- Overnight, long-distance travel may be required.

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.

Please note that the salary range information is only applicable for California. Compensation is based on a variety of factors, candidate experience, qualifications, location as well as market and business considerations. Pay Range: \$118,244 - 206,983.00

Conditions of Employment

This role is subject to compliance with the International Traffic in Arms Regulations (ITAR) and the Export Administration Regulations (EAR), which requires the incumbent to be either a US citizen, lawful permanent resident ["green card" holders], or have refugee or asylee status).

Parker Hannifin

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.

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

Drug Tests

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.