Position Summary
JOB PURPOSE
Primarily to promote and sells Parker Filtration product and systems to all listed and potential customers within product's range:
- Hydraulics Fuel Filtration to Mining & Constructions (e.g. Excavators, bulldozers, haul trucks), Oil & Gas (e.g. Drilling rig controls, subsea valves) Manufacturing (e.g. Injection molding, automated assembly), Power Generation (e.g. Turbine control systems) electrical/power industries, oil and gas industries and other mining industries.
- Engine & Mobile Filtration to Mining (e.g. Dump trucks, Excavators, Bulldozers), Construction (e.g. Cranes, Loaders, Pavers, Compactors), Commercial/Logistics (e.g. Intercity busses, Light & HD Trucks), Agriculture (e.g. Tractors, Combine harvesters), Marine (e.g. Main propulsion engines, auxiliary gensets), Power Generation (e.g. Diesel,/Gas Gensets – backup & powerplants).
Cultivate strong client partnerships and drive regional market expansion. Responsible for end-to-end key account management, technical support, and business growth. Balance effort equally between optimizing established accounts via aftermarket services and aggressively securing new business opportunities.
Responsibilities
MAIN DUTIES
- Relationship Management: Build and maintain strategic client relationships while consistently achieving performance objectives.
- Strategic Sales: Prioritize account-based opportunities to secure product specifications, optimizing both revenue growth and profit margins.
- Technical Expertise: Maintain deep knowledge of Parker product applications and competitive landscapes to drive market share and convert competitor accounts.
- Product Development: Oversee complex product modifications and approvals for major customers, ensuring alignment with technical requirements.
- Strategic Planning: Collaborate with Parker divisions to develop tailored service strategies and product roadmaps for assigned accounts.
- Training & Mentorship: Lead comprehensive Parker product training for distributors and customers to enhance brand loyalty and technical proficiency.
- Market Intelligence: Provide regular reports on market trends, competitor activity, and distribution shifts to inform management decisions.
Key Accountabilities
- Strategic Sales Growth: Drive revenue and maximize profit margins by strategically prioritizing account opportunities and ensuring Parker Filtration products are the primary technical specifications.
- Technical Consultation: Maintain expert-level knowledge of complex product lines and applications to provide high-level technical support and product positioning.
- Custom Solution Management: Manage the end-to-end process for large-scale product modifications, securing necessary specifications and approvals for key accounts.
- Market Intelligence & Reporting: Monitor and report on competitor activity, sales performance, and market shifts to the Sales Manager to inform distribution and growth strategies.
- Market Share Expansion: Proactively convert competitor accounts to Parker and identify cross-selling opportunities through internal referrals to maximize total account value.
- Stakeholder Collaboration: Partner with internal divisions to ensure seamless delivery of products and services tailored to specific account requirements.
- Educational Leadership: Design and deliver technical product training programs for distributors and end-users to enhance brand preference and product adoption.
- Customer Relationship Management: Serve as the primary point of contact for feedback collection, ensuring customer needs are integrated into business improvements.
Qualifications
JOBHOLDER REQUIREMENTS
- Experience: Minimum of 8 years of professional experience in the similar sector, including at least 3 years in a Senior Sales Engineer role or equivalent leadership position.
- Education: Bachelor's Degree in Mining, Petroleum, Mechanical, or Industrial Engineering from a reputable university; an Advanced Degree (Master's/MBA) is highly preferred.
- Industry Expertise: Comprehensive understanding of Mining, Commercial/Industrial Engineering, Plantation, Power Plant, and Construction sectors.
- Technical Proficiency: In-depth technical knowledge of large-scale engineering projects, specifically within petroleum, industrial power plants, and complex infrastructure.
- Project Leadership: Proven track record in successfully executing and overseeing large-scale engineering projects in remote or challenging geographical locations.
- Communication: Exceptional verbal, written, and interpersonal communication skills, with the ability to influence stakeholders at all levels.
- Commercial Acumen: Strong capability in managing commercial business aspects, including complex contract negotiations and client relationship management.
- Project Governance: Expert at conducting rigorous project reviews to ensure all deliverables remain aligned with budgetary constraints and strict timelines.
KEY COMPETENCIES
- Sales & Negotiation: Exceptional negotiation prowess and a proven ability to close high-value deals through strategic sales techniques.
- Business Acumen: Strong commercial sense with the ability to analyze market trends and identify profitable business opportunities.
- Leadership & Development: Proficient in coaching and mentoring team members to enhance performance and technical proficiency.
- Drive & Initiative: A proactive self-starter with high levels of enthusiasm and a results-oriented mindset.
- Client Relations: Superior interpersonal skills with a commitment to delivering world-class customer service and relationship management.
- Technical Support: Hands-on technical troubleshooting skills with the ability to provide expert guidance on complex engineering solutions.
- Resilience: Highly resilient with a demonstrated ability to maintain peak performance and deliver results under high-pressure environments.
- Digital Literacy & Reporting: Tech-savvy with advanced IT proficiency and the ability to produce structured, data-driven professional reports.
Parker Hannifin
Parker Hannifin is a Fortune 250 global leader in motion and control technologies. For more than a century, we've enabled engineering breakthroughs that make energy cleaner, transportation safer, medical treatments more effective, and manufacturing more efficient.
With empowered team members in more than 40 countries, Parker serves customers across aerospace & defense, energy, HVAC & refrigeration, in-plant & industrial equipment, off-highway and transportation.
Our scale is global, but our purpose is personal. We enable breakthroughs that improve lives, strengthen communities and create a brighter future.
Our Purpose — Enabling Engineering Breakthroughs that Lead to a Better Tomorrow — comes to life through our people-first culture where teamwork drives performance, inclusion fuels innovation and growth is encouraged. This environment fosters collaboration and empowers team members from engineering and manufacturing to finance, supply chain, human resources, information technology and beyond.
By combining deep expertise with an entrepreneurial spirit, we help customers succeed in markets that demand performance, reliability, and sustainability.
As we look to the future, Parker is advancing initiatives in energy efficiency and sustainability while developing the next generation of talent and leaders to engineer a better tomorrow.
Equal Employment Opportunity
Parker is an equal opportunity employer and does not discriminate on grounds of age, race, religion, ethnic origin, sex, sexual orientation or disability in relation to recruitment and employment.
