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Strategic Account Executive more...
Location:Seattle, WA
Company:Parker Hannifin
First posted:November 14, 2019 (last updated 5 days 16 hours ago)

Strategic Account Executive

WA-Seattle, United States

Group: Aerospace Group N. America

Job Family: Sales

Job ID: 16083-1A

Posted: 2019-11-14


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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. Parker's engineering expertise and broad range of core technologies uniquely positions the company to solve some of the world's 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 world's aircraft manufacturers, providing a century of experience and innovation for commercial and military aircraft.

Major Duties

  • Serves as primary point of contact and top-level business contact with AAG division leadership and global key account managers to drive business (cost, quality, delivery, and performance) at Parker's largest customer, Boeing Commercial Aircraft. Works closely with Boeing Strategic Chief Engineer on critical customer projects, problem resolution and strategy execution.
  • Builds extensive long-term relationships at the highest levels (suppliers, customers, and competitors) to obtain or secure exclusive business opportunities.
  • Significant responsibility for capturing new business and capitalizing on existing core business.
  • Lead Strategic Account Management (SAM) office in Everett, WA supporting Boeing Commercial Aircraft. 1 direct report, and ~5 indirect reports in the office and works closely with Boeing Strategic Chief Engineer.
  • Represents Parker VP/President on special projects, cross-functional work assignments and project team responsibilities.


  • Provides leadership as a top level liaison between a major customer(s) and Parker; may have direct reports. Has regular interaction with Customers, Division/Group leadership and Customer Executives; coordination covers multiple sites and cross divisions. Typically reports to a Group Marketing Director.
  • Serves as the liaison and facilitator at all levels of the assigned customer(s), key account managers, and division marketing to resolve issues and assure customer satisfaction. Provides the customer with liaison support within and across divisions on existing and new business. Stays in close contact with the customer and the end users to ensure expeditious problem resolution to meet customer expectations.
  • Provides proactive and sustained oversight of key customer performance areas (delivery, quality) taking a leadership role in maintaining a high level of operational performance across divisions.
  • Provides proactive internal and customer-focused capture strategies to align multiple divisions in the pursuit of new opportunities. Encompasses pricing, competition, SWOT analysis and taking responsibility for the action item over an extended capture phase to position divisions for wins.
  • Develops program and market objectives by reviewing customer requirements and conferring with management teams. Evaluates and provides Parker divisions with performance feedback to ensure goals and results meet schedule, cost, and technical expectations.
  • Provides direction to Group and Divisions for future business and engineering trends by maintaining current aerospace industry and customer knowledge and forecast recommendations where future business and engineering priorities will be focused.
  • Develops and maintains extensive industry contacts (suppliers, customers, competitors) at marketing and operations management levels in target market for the retention and capture of new business. Takes appropriate steps to protect and safeguard Parker intellectual property.
  • Quantifies business development opportunities by studying competitor products, technical problems, market intelligence, and identifying trends. Pursues teaming and partnering alliances with competitors and other companies. Maintains a working knowledge of key variables affecting the marketplace and key aerospace customers.
  • Act as primary consultant to management on significant customer issues. Understands how to get issues resolved at appropriate division working level and inter-divisional items of commercial significance and communicates effectively with Division Leadership and Executive Management.
  • Trains and mentors less experienced business development employees. May provide leadership to others on their team or to ad-hoc teams. Serves as functional expert.


  • Bachelor's degree in Marketing, Engineering, or a related field. MBA preferred.
  • Ten or more years of increasingly responsible aerospace industry experience in technical sales, marketing or customer management including seven or more years of high-level marketing and program management for major customers and prior team leader experience.
  • Demonstrated ability to provide guidance to Project and Program Management teams regarding effective strategies to improve performance.
  • Comprehensive knowledge of industry practices, company and competitor products, technology, service capabilities, and policies related to marketing and business development for airline, military, OEM and aftermarket customers.
  • Specialized, in-depth understanding of contractual terms and financial modeling (e.g. evaluation of customer proposals; developing proposal alternatives).
  • Experience with program management and business processes and procedures, including technical and business proposal development, domestic and international customer budgeting, and acquisition processes and procedures.
  • Thorough knowledge of government and industrial procurement regulations and practices and related US and international rules and regulations.
  • Ability to effectively communicate with customer executives and present information to top level management. May draft responses for Parker's VP/President levels.
  • Translates customer desires and projected requirements into business development strategies and develops solutions to customer problems.
  • Overnight, long distance travel may be required.

    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. U.S. Citizenship/Permanent Resident is required for most positions. Minority/Female/Disability/Veteran/VEVRAA Federal Contractor #CB #LI-JM1


    Everett, WA


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