Position Summary

Company Description:

Parker Hannifin is a Fortune 250 global leader in motion and control technologies with over $19B in sales. For more than a century the company has engineered the success of its customers in a wide range of diversified industrial and aerospace spanets.

Parker is committed to providing team members an empowered, results-oriented and values-driven work environment that encourages learning and personal growth. Parker understands that an empowered, results-oriented organization excels at engaging highly talented people of different backgrounds and perspectives. Respecting and embracing these differences enhances Parkers position as the world leader in motion and control.

Position Summary:

If you are looking for an opportunity to make an impact and grow your career, consider putting your experience in motion at Parker Pneumatic Division (PDN). Here you will find a passionate team built on a winning culture that puts our people and customers first. We are inspired by our purpose of Enabling Engineering Breakthrough that Lead to a Better Tomorrow.

We are seeking a strategic and customer-focused Mobile Business Development Manager to drive direct OEM sales and grow spanet share within the mobile equipment sector. This role focuses on identifying and developing new business with key OEMs, expanding existing accounts, and working closely with field sales, engineering, and product management to deliver value-driven solutions. The ideal candidate has experience selling technical or engineered solutions into the mobile OEM space, understands the product development lifecycle, and excels at building strong, consultative relationships with customers.

Scope/ Supervision and Interaction:

Reports to the Division Marketing Manager

Has Direct Reports X Does Not Have Direct Reports

Essential Functions:

• OEM Strategy & Growth Execution:
  • Identify and develop new business opportunities with OEMs in key mobile spanets.
  • Collaborate with account managers/ sales to lead account acquisition, onboarding, and development processes for strategic OEMs.
  • Support long-term growth by aligning OEM roadmaps with division capabilities and innovation pipeline.
• Customer Engagement & Relationship Management:
  • Serve as the primary commercial contact for key OEM accounts, building trust-based partnerships.
  • Conduct regular business reviews, joint planning sessions, and commercial negotiations.
  • Lead proposal development, quoting, and contract execution in collaboration with sales, engineering and pricing.
• Cross-Functional Collaboration:
  • Partner with engineering and product teams to support custom solution development and ensure successful project execution.
  • Collaborate with field sales to support OEM accounts across regions and ensure aligned go-to-spanet execution.
  • Provide voice-of-customer input to drive product roadmap decisions and future innovations.
• Market Development & Positioning:
  • Analyze OEM trends, industry shifts, and competitive moves to proactively adjust strategy.
  • Participate in key industry events, trade shows, and conferences to identify opportunities and stay informed.
  • Develop and present ROI models and value propositions to justify selection of division products in OEM platforms.
• Sales Forecasting & Performance Tracking:
  • Maintain accurate forecasting and pipeline data using CRM tools (Salesforce preferred) and in collaboration with field sales.
  • Track account and project milestones from concept to production.
  • Monitor account profitability and product mix, and take corrective action as needed.

Other Duties:

• Training, customer/ sales enablement and other commercial activities.
• VOC efforts, product launch and product positioning.
• Sales funnel/ pipeline management.
• Prepare presentations, reports and analysis for internal and/or external use.
• Regularly interface and collaborate with field sales.

Qualifications:

• Bachelor’s degree in Engineering, Business or related field; MBA is a plus.
• 10 – 15 years of experience in industrial or mobile equipment spanets with direct OEM sales or business development responsibility.
• Proven success managing complex sales cycles and delivering results through technical selling.
• Strong knowledge of motion control, systems and pneumatic products used in mobile applications.
• Strong understanding of industrial sales processes, channel programs, and distributor operations.
• Exceptional relationship-building, negotiation, and communication skills.
• Ability to travel a minimum of 50 to visit OEMs, attend trade shows, and support field activity.
• Excellent written, verbal and presentation skills with ability to articulate approach and establish position for content direction. 
• Knowledge of pneumatics, hydraulics, automation, or other industrial components is a plus.
• Experience selling to large OEMs in mobile, transportation or heavy machinery industries.
• Familiarity with design-in cycles, engineering collaboration, and value-based selling.
• Strong project management and commercial acumen, including negotiation and contract review. 
• Proficient in CRM (Salesforce), Power BI, project management tools, and business case modeling.
• Ability to translate complex technical solutions into clear business value propositions.

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 Employees & Job Applicants U.S. Equal Employment Opportunity Commission