Account Manager - Distributor & USG Pre-Award

Parker Hannifin; Erie (Erie County); On-site; USD 90,000 - 150,000; Full time

Job summary

Parker Hannifin's Parker Lord Aerospace & Defense NVH division seeks a distribution and sales leader to manage U.S./Canada distributor partners, drive performance, train distributor reps, and coordinate marketing programs to hit KPIs. You will collaborate with Government Sales and cross-functional teams to optimize pricing, contracts, and growth across select global markets.

Travel up to 40% domestically; a bachelor's degree in business or related field is required; strong negotiation, project

Qualifications

• 5+ years of indirect sales and channels of distribution experience.
• Meticulous, highly organized and data-driven.
• Strong project management skills.
• Excellent interpersonal communication; ability to influence without direct authority.
• Clear communicator of status, actions and goals across teams.
• Ability to train others on product benefits and performance.
• Global mindset; adapt to regional market differences.
• Proficient with SAP and Microsoft 365; quick learner of new apps.

Responsibilities

• Manage distributors and their territories; identify new distributors.
• Lead quarterly Distributor Business Plan reviews.
• Communicate yearly sales goals and distributor strategy across regions.
• Lead NDA, contract, and pricing negotiations with distributors.
• Coordinate annual distributor sales meetings and trade shows.
• Provide technical support to distributors and train them on new products.
• Collaborate with Pricing Manager on product pricing and implementation.
• Supply regular POS reports and pipeline updates.
• Review annual product catalog to optimize distributor mix and sales drivers.
• Support government sales activities including opportunity review and pricing.

Skills

Indirect sales

Channel management

Negotiation

Strategic relationships

Project management

Communication

Training distributors

Pricing strategy

SAP

Microsoft 365

Education

Bachelor’s degree in business or related field

MBA or equivalent advanced degree

Tools

SAP

Microsoft 365

Job description

Position Summary

Responsible for the management of Parker Lord Aerospace & Defense’s (NVH Division) distribution partners serving primarily the U.S. & Canada, with global reach into select markets. This includes sales management, support and training of the preferred distributors’ sales representatives and regional sales management teams. Also responsible for 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. Supports the U.S. Government Sales Manager by helping manage day‑to‑day sales activities, customer communications, quote and order follow‑up, contract coordination, and internal cross‑functional support.

Responsibilities

• Manage distributors, their territories, and identify new distributors as needed.
• Participate in quarterly Distributor Business Plan reviews with each distributor partner, where sales, pipeline opportunities, and key activities are discussed.
• Communicate yearly sales goals and review distributors’ strategy for achieving new sales of Aerospace & Defense products sold through the distributor partners within the US & Canada & select global markets. Ensure that each distributor is on track to meet those goals.
• Lead NDA, contract, and pricing negotiations with distributors to secure timely, commercially sound agreements that protect the business, support strategic growth, and strengthen distributor partnerships.
• Coordinate annual distributor sales meeting and Parker Lord participation in tradeshows.
• Coordinate and prioritize Technical Support needed at the distributors and train them on new product launches to be sold in the Aerospace & Defense market.
• Work with, and challenge as necessary, the Division Pricing Manager regarding pricing of products and implementation as required at the preferred distributors.
• Supply monthly/quarterly POS reports, and pipeline updates as requested by Sales Manager for all distributor partners.
• Complete an annual product catalog review to identify top-and low-performing parts, assess key sales drivers and recommend actions to grow sales, reduce low-performing items, and optimize distributor product mix.
• Support the U.S. Government Sales Manager with pre‑award key account activities, including reviewing daily procurement opportunities, analyzing solicitations, leading pricing and contract negotiations and administering highly competitive, major contract requirements by evaluating performance requirements and customer purchase order requirements against Long‑Term Agreements.

Qualifications

Required

• 5 years’ minimum experience with indirect sales and channels of distribution
• Meticulous attention to detail; highly organized and data‑driven
• Strong project management skills
• Excellent interpersonal communication and facilitation skills; ability to influence without direct authority
• Ability to communicate status, actions, and recommendations with clarity and ensure team alignment; Competent and clear communicator of expectations and goals
• Able to train others on benefits and performance of Parker Lord products
• Global Mindset – considers regional and cultural market and business differences when making decisions, and aligns actions with broader global objectives
• Strong computer skills, including SAP and Microsoft 365, with ability to quickly learn new applications
• Bachelor’s degree in business or related field
• Travel up to 40% (domestic)

Preferred

• 3–5 years of direct people leadership (coaching, performance management)
• Knowledge of NVH product lines, applications, and markets
• MBA or equivalent advanced degree

Conditions of Employment

This position is subject to meeting U.S. export compliance and/or U.S. Government contracting citizenship eligibility requirements.

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.

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.