Industrial Business Development Manager

Parker Hannifin

Parker Hannifin is a Fortune 250 global leader in motion and control technologies. For more than a century, we've enabled engineering breakthroughs that make energy cleaner, transportation safer, medical treatments more effective, and manufacturing more efficient.

Job Summary

The Industrial Business Development Manager develops and executes market-facing growth strategies for industrial customers and applications. This role evaluates market trends, customer requirements, competitive activity, and channel opportunities to identify new business potential and expand share within existing accounts. Success in this position requires strong commercial judgment, technical aptitude, customer engagement skills, and the ability to translate strategic priorities into measurable business results.

Key Responsibilities

• Develop and execute business development strategies for assigned industrial markets, regions, or customer segments.
• Identify and qualify new business opportunities through market analysis, customer engagement, and channel development.
• Build relationships with key decision-makers at OEMs, distributors, integrators, end users, and other strategic accounts.
• Drive specification and adoption of products, systems, and engineered solutions in targeted applications.
• Collaborate cross-functionally with sales, product management, engineering, operations, and customer service to support opportunity development and successful program execution.
• Analyze market dynamics including industry trends, competitor activity, pricing conditions, and customer demand drivers.
• Develop account and market growth plans with clear objectives, pipeline targets, and action steps.
• Lead opportunity management from initial prospecting through quotation, negotiation, and business award.
• Support channel partners through training, joint customer calls, business planning, and performance reviews where applicable.
• Prepare and deliver business cases, sales forecasts, pipeline updates, and market intelligence to leadership.
• Monitor and report key performance indicators including revenue growth, win rates, margin performance, and strategic account development.
• Represent the company at customer meetings, trade shows, industry events, and other business development activities.
• Ensure compliance with company policies, commercial procedures, and applicable legal, regulatory, and safety requirements.

Required Qualifications

• Bachelor's degree in Business, Engineering, Marketing, or a related field.
• 5+ years of experience in business development, technical sales, industrial sales, product management, or market development within an industrial or manufacturing environment.
• Demonstrated success in growing revenue, developing new business, and managing strategic customer relationships.
• Strong understanding of industrial markets, customer buying processes, and application-based selling.
• Ability to interpret customer requirements and align them with technical and commercial solutions.
• Experience with CRM systems, pipeline management, forecasting, and sales performance reporting.
• Strong communication, negotiation, and presentation skills.
• Proven ability to work effectively across cross-functional teams and influence stakeholders at multiple levels.
• Proficiency in Microsoft Office and standard business systems.
• Valid driver's license and ability to travel as required.

Preferred Qualifications

• Technical degree or prior experience supporting engineered products, motion and control technologies, fluid power, filtration, automation, or related industrial solutions.
• Experience working with OEMs, distributors, system integrators, or end users in industrial markets.
• Knowledge of market segmentation, value proposition development, and strategic account planning.
• Experience with contract negotiation, pricing strategy, and margin management.
• Familiarity with lean business practices, operational processes, and project coordination.
• MBA or advanced business or technical training is a plus.

Core Competencies

• Strategic Thinking: Identifies market opportunities and translates insights into actionable growth plans.
• Customer Focus: Understands customer challenges and builds solutions that create measurable value.
• Business Acumen: Uses commercial, financial, and market knowledge to drive sound decisions.
• Technical Aptitude: Learns and communicates product, application, and system capabilities effectively.
• Results Orientation: Maintains focus on growth targets, pipeline conversion, and execution discipline.
• Collaboration: Works effectively across functions, regions, and partner networks.
• Influence and Communication: Presents ideas clearly, builds credibility, and gains alignment from stakeholders.
• Problem Solving: Evaluates complex situations and develops practical, timely solutions.
• Adaptability: Responds effectively to changing customer needs, market conditions, and business priorities.

Work Environment and Travel Expectations

• This role operates in a professional office, remote, customer site, and industrial plant environment depending on business needs.
• Regular interaction with customers, distribution partners, internal teams, and leadership is expected.
• Travel is required to support customer visits, market development, channel activities, and internal meetings.
• Expected travel may range from 25% to 50%, depending on territory, account responsibilities, and business priorities.
• The position may require occasional attendance at trade shows, industry events, and operational facilities.

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