Senior Account Manager

About the role

Graco manufactures and markets premium equipment to move, measure, control, dispense and spray a wide variety of fluid and powder materials. This 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. The 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.

Responsibilities

• Sales Channel Development
  • Identify and establish effective sales channels to support the customer base with 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 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.

Requirements

• 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.
• Applicants must be legally authorized to work in the United States. This role is not eligible for immigration sponsorship now or in the future (e.g., H-1B, TN, F-1 OPT).

Preferred Qualifications

• Global industrial manufacturing experience and knowledge.
• MBA or Master’s degree.

Benefits

• Medical and dental coverage.
• Stock purchase plan.
• 401(k) retirement plan.
• Tuition reimbursement.
• Additional comprehensive benefits.

Graco is proud to be named a Best Place to Work by Fortune Magazine in 2016, 2018, 2019, 2021, and 2022.

Pay

The base pay range for this position is $75,000.00 - $131,200.00, exclusive of fringe benefits or other compensation. The final base hourly rate will be determined based on factors such as geographic location, skills, competencies, education, and/or experience, with consideration for internal equity.