Business Development Mgr - Distribution

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 markets.

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 Parker's 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 results-driven Distribution Business Development Manager to lead growth initiatives through our distributor channel network. This individual will be responsible for developing, managing, and expanding relationships with key distribution partners to drive revenue, market share, and customer reach for the division's industrial B2B products. The ideal candidate brings deep experience in distribution sales, understands the complexities of industrial channels, and is skilled at aligning channel partner capabilities with division growth objectives.

Scope/ Supervision and Interaction:

Reports to the Division Marketing Manager

____ Has Direct Reports _X_ Does Not Have Direct Reports

Essential Functions:

• Channel Strategy Development:
  • Create and execute regional and national distribution growth strategies aligned with division goals.
  • Collaborate with field sales to identify new distribution partners to improve market coverage and penetration in strategic segments or underserved geographies.
• Distributor Relationship Management:
  • Build strong relationships with key distributors and act as the primary business liaison.
  • Conduct regular joint business planning, QBRs (Quarterly Business Reviews), and performance assessments in collaboration with field sales.
  • Support training and enablement initiatives for distributor sales and technical teams.
• Sales Enablement & Revenue Growth:
  • Develop programs to drive incremental sales through distribution (promotions, MDF, SPIFFs, lead routing).
  • Collaborate with sales and product management to optimize pricing, channel programs, and inventory strategies.
  • Track and drive growth for strategic products within the core and growth categories.
• Market Development & Intelligence:
  • Analyze territory, customer, and competitive data to identify opportunities and threats.
  • Support distributors and field sales with tools, materials, and market insights to target key verticals or applications.
  • Provide feedback to product management and marketing on channel needs and gaps.
• Performance Monitoring:
  • Monitor distributor KPIs: sales performance, inventory turns, forecast accuracy, and customer satisfaction.
  • Implement corrective actions or improvement plans where performance is below expectations.
  • Sales pipeline and funnel management KPIs.

Other Duties:

• Training, channel 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 distribution and field sales.

Qualifications:

• Bachelor's degree in Engineering, Business or related field; MBA preferred.
• 10 - 15 years of experience in B2B industrial markets with a strong emphasis on distribution channel management.
• Proven success in developing and executing channel growth strategies.
• 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 support distributors and attend key customer and industry events.
• Excellent written, verbal and presentation skills with ability to articulate approach and establish position for content direction.
• Experience working with large national and regional distributors.
• Familiarity with CRM tools (Salesforce preferred), Power BI, and ERP systems.
• Knowledge of pneumatics, hydraulics, automation, or other industrial components is a plus.
• Understanding of value-based selling and channel conflict mitigation strategies.

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