Full-Time
Sales Manager
Commercial, Institutional and Government
Graybar
5,001-10,000 employees
Electrical, communications, data networking product distributor
Compensation Overview
$108k/yr
Itasca, IL, USA
In Person
Personal vehicle required for business purposes.
Bachelor's, Incomplete
 Sales & Account Management (1) |
|---|
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- At least 7 years of progressively responsible business or wholesale distribution industry experience is required.
- A high school diploma or GED is required.
- Knowledge of the wholesale distribution industry is required.
- Knowledge of the company's business, customers, suppliers, and external market conditions is required.
- Knowledge of the applicable specialty business or vertical market is required.
- Knowledge of the company's policies and procedures is required.
- Knowledge of financial analysis methods and techniques is required.
- Knowledge of continuous improvement techniques and practices is required.
- Leadership and supervisory skills are required.
- Analytical and problem-solving skills are required.
- Planning and organizational skills are required.
- Oral and written communication and presentation skills are required.
- Listening skills are required.
- Results-orientation skills are required.
- Negotiation and mathematical skills are required.
- The ability to leverage district and branch resources effectively is required.
- The ability to effectively supervise staff and achieve results through others is required.
- The ability to make quality, fact-based decisions using appropriate information is required.
- The ability to develop and maintain relationships with key customers and suppliers is required.
- The ability to be an effective member of, and lead, complex project teams is required.
- The ability to effectively use standard office applications software is required.
- Attain or exceed sales and gross margin rate budgets for the sales territory and implement district market plans to support district sales and marketing objectives.
- Manage typically seven to ten Sales Representatives and/or Sales Trainees.
- Manage a minimum annual budget of $7 million.
- Develop business plans supporting the assigned specialty market within the assigned territory.
- Work with appropriate sales employees to develop tactical plans implementing the district plan.
- Develop assigned sales territory business plans with suppliers identified as strategic.
- Implement the sales management process using sales representative business plans, pre-call plans, and post-call coaching debriefs.
- Establish annual sales and gross margin rates for applicable market sales representatives or other sales employees within the district.
- Evaluate industry and business trends for potential impact on the district.
- Identify key business opportunities and potential threats within the assigned sales territory.
- Develop and maintain relationships with key customers and suppliers so the assigned sales territory is properly positioned within the marketplace.
- Provide guidance and support in retaining profitable business.
- Ensure the assigned sales territory implements effective recruiting, staffing, employee development, performance management, and succession planning programs.
- Ensure a consistent focus on delivering high-quality customer service.
- Assist in developing and implementing appropriate tools and training programs within the assigned sales territory to support applicable specialty business growth.
- Use a personal vehicle for business purposes.
- At least 11 years of experience is preferred.
- A four-year degree is preferred.
Graybar is a large distributor and supply chain manager in North America that provides electrical supplies, lighting, automation and control systems, and data networking products to industrial, commercial, and government customers. It buys products from manufacturers and resells them to end users, adding services such as inventory management, logistics, technical support, and consulting to help clients streamline operations and reduce energy use. The company differentiates itself through its employee-ownership culture, established relationships, and broad services that support customers across multiple sectors. Its goal is to help businesses run more efficiently by ensuring a steady supply of high-quality products and value-added services that optimize procurement and energy performance.
Company Size
5,001-10,000
Company Stage
Debt Financing
Total Funding
$1.5B
Headquarters
St. Louis, Missouri
Founded
1869
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Simplify's Take
What believers are saying
- Q1 2026 sales reached $3.3 billion, up 12.4%, with $141.9 million profit.
- July 2026 Samson acquisition expanded New Jersey coverage after Broken Arrow and American Electric.
- Michelle Reckelhoff's 2026 HR hire and leadership realignment support ongoing transformation.
What critics are saying
- Integrating three 2026 acquisitions strains systems, pricing, and culture through 2027.
- Rexel's 2026 Midwest and California expansion squeezes Graybar's branch economics and margins.
- The 2026 voting trust entrenches control; employee dissatisfaction turns into succession risk by 2036.
What makes Graybar unique
- Graybar's 2026 voting trust preserves employee ownership through March 4, 2036.
- Its 355 North American facilities and same-team acquisitions keep local brands intact.
- Electrical, automation, and connectivity breadth beats single-line distributors on project complexity.
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Benefits
Health Insurance
Dental Insurance
Vision Insurance
Life Insurance
Disability Insurance
Health Savings Account/Flexible Spending Account
Unlimited Paid Time Off
Paid Vacation
Paid Sick Leave
Paid Holidays
Hybrid Work Options
401(k) Retirement Plan
401(k) Company Match
Profit Sharing
Employee Recognition Program
Growth & Insights and Company News
6 month growth
↑ 3%1 year growth
↑ 3%2 year growth
↑ 3%Graybar names Vice President - Human Resources. ST. LOUIS, Mo. - Graybar, a leading distributor of electrical, industrial, automation and connectivity products and provider of related supply chain management and logistics services, announced that Michelle K. Reckelhoff has joined the company as Vice President - Human Resources. In this role, Reckelhoff will provide strategic leadership for Graybar's HR centers of excellence, including people operations, total rewards, talent attraction and talent management. She will also work across the organization to drive continuous improvement of Graybar's HR systems, platforms and processes. Reckelhoff brings extensive experience to this role, including more than 20 years with Caleres, where she most recently served as Senior Director, Human Resources Business Partnerships. In 2022, she was recognized by the St. Louis Business Journal with the HR Award, which honors individuals driving workplace excellence and innovation in the St. Louis region. She holds a bachelor's degree in organizational studies from Fontbonne University and is a SHRM-Senior Certified Professional. "As we transform Graybar for the future, our people and our employee ownership culture remain vital to our success," said Beverly Propst, Senior Vice President - Human Resources at Graybar. "I am confident Michelle will provide the leadership, vision and innovative thinking to ensure our HR strategy supports our business priorities, so our people and our company will continue to thrive."
Graybar to buy NJ's Samson Electrical. The acquisition of Samson Electrical Supply marks Graybar's third purchase in 2026. July 23, 2026 Graybar, Electric, St. Louis, MO, plans to purchase New Jersey-based Samson Electrical Supply, with an expected close date in early August. Founded in 1949, Samson Electrical Supply, South Plainfield, NJ, sells electrical equipment such as lighting solutions, power distribution equipment and MRO support for commercial, industrial, residential, institutional and utility customers. As a subsidiary of Graybar, the company will continue to operate under the Samson Electrical Supply name with the same team and suppliers. The Samson Electrical Supply purchase marks Graybar's third acquisition in 2026. The company also acquired American Electric Supply, Corona, CA; and Broken Arrow Electric Supply, Broken Arrow, OK. Graybar is ranked #3 in Electrical Wholesaling's 2026 Top 100 Distributors listing with $12.9 billion in sales. Electrical Marketing. To continue reading, and become an exclusive member of Electrical Marketing, get access today! Access to all content on the Electrical Marketing site. View critical Electrical industry data like the Electrical Price Index, Construction Project Data by Geography, Electrical Sales Estimates. Have you already paid for access to all Electrical Marketing content? For Full Electrical Market Intelligence - Sales Potential, Projects & the Electrical Price Index.
Graybar, a leading US distributor of electrical and industrial products, has appointed Michelle Reckelhoff as vice president of human resources. In her new role, Reckelhoff will lead Graybar's HR functions, including people operations, rewards, talent attraction and management. Reckelhoff brings over 20 years of experience from Caleres, where she served as senior director of human resources business partnerships. She received the St. Louis Business Journal HR Award in 2022. She holds a degree in organisational studies from Fontbonne University and is a SHRM-Senior Certified Professional. The Fortune 500 company operates more than 355 distribution facilities across North America and is one of the continent's largest employee-owned firms.
Graybar to acquire Samson Electrical Supply. Jul 17, 2026, 11:26 ET ST. LOUIS, July 17, 2026 /PRNewswire/ - Graybar, a leading distributor of electrical, industrial, automation and connectivity products and provider of related supply chain management and logistics services, has entered an agreement to purchase New Jersey-based Samson Electrical Supply, with an expected close date in early August. Founded in 1949, Samson Electrical Supply is a leading electrical distributor located in South Plainfield, N.J. The company offers a comprehensive range of electrical products, lighting solutions, power distribution equipment, and MRO support for commercial, industrial, residential, institutional and utility customers. As a subsidiary of Graybar, the company will continue to operate under the Samson Electrical Supply name with the same team and suppliers. "Samson Electrical Supply is a highly regarded company with a strong customer focus and deep roots in New Jersey," said Kathleen M. Mazzarella, chairman, president and chief executive officer of Graybar. "This acquisition expands Graybar's presence in the region and enhances our ability to serve customers. We look forward to welcoming the Samson team to Graybar and working together to achieve success." "Samson and Graybar share a long-term commitment to our customers, employees and suppliers," said Michael Cohen, president of Samson Electrical Supply. "Joining Graybar allows us to preserve the values that have defined Samson for generations while providing access to additional resources, capabilities and growth opportunities. We are excited about what this means for the future of our company, our employees, and those we serve." Graybar's acquisition of Samson Electrical Supply is the company's third acquisition of 2026, following the acquisitions of Broken Arrow Electric Supply in March and American Electric Supply in May. Graybar, a Fortune 500 corporation and one of the largest employee-owned companies in North America, is a leader in the distribution of high quality electrical, industrial, automation and connectivity products and specializes in related supply chain management and logistics services. Through its network of more than 355 North American distribution facilities, it stocks and sells products from thousands of manufacturers, helping its customers power, network, automate and secure their facilities with speed, intelligence and efficiency. For more information, visit www.graybar.com or call 1-800-GRAYBAR. Media Contact: Tim Sommer (314) 578-7672 SOURCE Graybar
Graybar named to Selling Power magazine's 60 Best Companies to Sell For 2026 list. Company Recognized on Prestigious List for 21 Years ST. LOUIS, Mo., July 10, 2026 - Graybar, a leading distributor of electrical, industrial, automation and connectivity products and provider of related supply chain management and logistics services, today announced that it has been named to Selling Power's prestigious annual list of the 60 Best Companies to Sell For. This year marks the 21st time Graybar has appeared on the list. "We are honored to be recognized by Selling Power as one of its 60 Best Companies to Sell For in 2026," said Graybar Chairman, President and CEO Kathleen M. Mazzarella. "Since 1929, Graybar has been defined by our employee ownership culture, which provides opportunities for our employees to build rewarding careers and share in the company's success. As our industry evolves, we continue to invest in technology, training, and development that helps our people grow and deliver an outstanding customer experience. This recognition reflects the impact of those investments and celebrates the dedication of our sales and support teams, who create value for our customers every day." "In a sales landscape defined by rapid AI adoption, economic uncertainty, and increasingly informed buyers, the 60 Best Companies to Sell For in 2026 have distinguished themselves by building sales organizations that are both technologically advanced and deeply human," said Selling Power Publisher and Founder Gerhard Gschwandtner. "These companies are investing in smarter tools, data-driven processes, continuous training, and strong coaching cultures that help sales professionals create value at every stage of the buyer journey. By combining innovation with trust, collaboration, and a commitment to employee success, they are setting the standard for what high-performing sales teams need to thrive in today's competitive marketplace." Earlier this year, Graybar was named a 2026 US Best Managed Company from Deloitte Private and The Wall Street Journal for the third consecutive year. In addition, Graybar was named a 2026 Top Workplaces USA award winner for the sixth consecutive year. To view available career opportunities at Graybar, please visit graybar.com/careers. Graybar, a Fortune 500 corporation and one of the largest employee-owned companies in North America, is a leader in the distribution of high quality electrical, industrial, automation and connectivity products and specializes in related supply chain management and logistics services. Through its network of more than 355 North American distribution facilities, it stocks and sells products from thousands of manufacturers, helping its customers power, network, automate and secure their facilities with speed, intelligence and efficiency. For more information, visit www.graybar.com or call 1-800-GRAYBAR.