The Senior Account Manager plays a critical role in achieving the Sales organization's mission to build and sustain a profitable customer base for Graco products, driving strategic growth within the assigned market. This role involves identifying and capitalizing on high-value revenue opportunities, cultivating strong customer relationships, and ensuring a superior customer experience through advanced sales strategies. The Senior Account Manager will conduct in-depth market analysis and leverage customer insights to develop tailored solutions that align with Graco's product portfolio and strategic objectives. Additionally, this role requires strategic collaboration with cross-functional teams, including marketing, product development, and operations, to enhance product positioning, optimize market reach, and maximize sales impact.
What You Will Do at GracoSales Channel Development - Identify and establish effective sales channels to support the customer base with the assigned products and relevant applications.
- Create targeted marketing strategies to promote product offerings within these channels, focusing on maximizing reach and effectiveness.
- Design and implement territory-specific sales plans that align with the divisional distribution strategy, focusing on both acquiring new accounts and nurturing key existing ones.
- Analyze territory performance metrics and adjust strategies accordingly to optimize sales results, ensuring alignment with overall company goals.
- Collaborate with the marketing team to develop promotional materials and campaigns that support sales efforts within designated territories.
Customer Engagement - Maintain a high level of responsiveness to customer inquiries, ensuring prompt and effective communication that addresses client needs and questions.
- Utilize customer relationship management (CRM) tools to track interactions and follow-ups, ensuring that all customer engagements are documented and actionable.
- Conduct regular site visits and outreach efforts to build rapport with industrial contractors and facility managers, assessing their specific needs and preferences regarding products.
- Foster long-term relationships with customers by providing exceptional service and support, ensuring they view Graco as a trusted partner.
Market Development - Collaborate with internal teams to design and implement innovative distribution programs that enhance market presence and increase sales effectiveness in the assigned channels.
- Analyze the effectiveness of existing programs and make recommendations for enhancements based on market feedback and performance data.
- Monitor industry trends and competitor activity, providing insights and feedback to sales and marketing management.
- Provide regular updates and detailed reports to sales and marketing management, highlighting key insights that can inform strategic decision-making.
Product Launch and Supplier Relations - Act as the primary liaison between customers and Graco to optimize new product launches and drive sales for both new and existing products.
- Implement training sessions for sales staff and channel partners to equip them with the necessary knowledge and tools for effectively promoting new products.
- Establish partnerships and agreements with material suppliers to support sales and distribution efforts.
Training and Equipment Management - Manage training and demo equipment accounts per corporate standards.
What You Will Bring to Graco - Bachelor's degree in business, engineering, marketing, a technical field, or equivalent experience.
- 5+ years of sales experience, ideally in mechanical product sales through distribution channels.
- Exceptional written, verbal, and presentation skills, with a proven ability to convey complex technical information to diverse audiences in a clear, compelling manner.
- Advanced mechanical aptitude, enabling a deep understanding of product specifications and applications and the ability to communicate these effectively to senior stakeholders.
- Proven ability to work independently while effectively adapting to diverse end-user requirements and shifting market conditions.
- Expertise in managing and optimizing distribution channels, with a strong focus on building high-impact partnerships and providing exceptional support to channel partners.
- Willingness to travel as required to meet customer and business needs.
- Valid Driver's License and ability to maintain insurability with Graco's chosen Fleet Insurer.
Accelerators - Global industrial manufacturing experience and knowledge.
- MBA or Master's degree preferred.
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The base pay range for this position is listed below, exclusive of fringe benefits or other compensation. If you are hired, your final base hourly rate will be determined based on factors such as geographic location, skills, competencies, education, and/or experience. In addition to those factors, we will also consider internal equity of our current employees. Please keep in mind that the range provided is the full base salary range for the role. Hiring at or near the maximum of the range would not be typical to allow for future and continued salary growth.
$75,000.00 - $131,200.00
