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Business Development Manager III, CSO The Netherlands

Parker Hannifin Corporation

Amsterdam, NY 12010
  • Sales / Business Development
  • Manufacturing / Production
  • Marketing
  • Engineering
  • Business
Parker Hannifin Corporation
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Job Details

Business Development Manager III, CSO The Netherlands

NLD - Amsterdam,
United States

Group:Aerospace Group N. America

Job Family:Sales

Job ID:15932-1A


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Parker Hannifin
Founded in 1917, Parker Hannifin Corporation is a $14.3 billion, global company.With annual sales of $14.3 billion in fiscal year 2019, Parker Hannifin is the world's leading diversified manufacturer of motion and control technologies and systems, providing precision-engineered solutions for a wide variety of mobile, industrial and aerospace markets. The company has operations in 50 countries around the world. Parker has increased its annual dividends paid to shareholders for 63 consecutive fiscal years, among the top five longest-running dividend-increase records in the S&P 500 index.Parkers engineering expertise and broad range of core technologies uniquely positions the company to solve some of the worlds greatest engineering challenges. By partnering with customers, Parker improves their productivity and profitability and seeks new ways to solve humanity's biggest challenges.
Department Marketing Statement
Parker Aerospace is a global leader in the research, design, integration, manufacture, certification, and lifetime service of flight control, hydraulic, fuel and inerting, fluid conveyance, thermal management, lubrication, and pneumatic systems and components for aerospace and other high-technology markets. The company supports the worlds aircraft manufacturers, providing a century of experience and innovation for commercial and military aircraft.
Major Duties
Position Summary:
+ Responsible for formulating, leading, and implementing successful aftermarket business development capture strategies in the EMEA region supporting Divisions and in country facilities within the Aerospace Group that provides long term growth.

+ Takes the lead to collaborate with the Account Management and Customer Response team to increase market share and retain both commercial aftermarket customers by leveraging Parkers capabilities.

+ Acts as a liaison between the team, customers, Divisions, and Aerospace Group leadership.

+ Responsible for Bookings and Sales targets established by Parker Aerospace for its divisions including its in country MRO facilities.

+ Leads customer interaction at the most senior levels with the ability to influence customers strategies to benefit Parkers growth strategies.

+ Working with key division and in country stakeholders to develop, recommend and pursue new business opportunities.

+ Develops and maintains relationships with customers to gain knowledge of future market and customer needs, recommending in country component capability needs to continuously grow Parkers business.

+ Develops and manages proposals and contracts of moderate to large scope and high 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.

+ Directs and generates business opportunities across all Parker Aerospace divisions. Develops and implements divisional, market and regional aftermarket strategies. Determines the need for cross-division teaming and external strategic partner/alliances to gain business.

+ Partners with Account Management team in customer negotiations for Premier and Strategic Customers. Holds regular meetings with the team to develop strategic and tactical plans, and to monitor customer and competitor status.

+ 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.

+ Collaborates with internal stakeholders and customers to resolve cost, product quality, delivery, and performance concerns within and across divisions on existing and new opportunities. Stays in close contact with division teams to enable rapid turnaround solutions.

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

+ 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 Parkers reputation and intellectual property.

+ Develops team objectives by reviewing customer requirements and conferring with management teams.

+ Acts as prime consultant to management on significant issues. 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.

+ Bachelors degree (BA) in Marketing, Engineering, or related field. Preference would be for candidates to have both and engineering and business education.

+ Eight or more years of increasingly responsible aerospace experience, including two or more years of high-level account management, customer relationship management experience, or project and customer program management with established contacts.

+ 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 RFQs)

+ 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 customer budgeting, procurement regulations 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.
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