Senior Account Manager

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 Graco 

Sales 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 up to 50% of the time 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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