Senior Account Manager - Industrial Accounts

About the role

The role is a Sr. Account Manager in the professional services space, leading a territory sector without direct reports but with supporting roles. The position is critical for the company, as it's in their largest business area, aiming to deepen relationships with existing industrial accounts.

Responsibilities

• Making connections, promoting products, and deepening relationships with established industrial accounts like Grainger, Home Depot, HD Supply, and Fastenal.
• Farming approach to grow existing business, including corporate conversations, line reviews, and executive-level meetings.
• Traveling up to 30-50% for trade shows, customer visits, and ride-alongs, with flexibility for single-day trips.
• Using CRM for demand planning and sales and operations planning, and demonstrating data savviness for interpretation and presentation creation.
• Delivering sales targets for assigned accounts with direct accountability for meeting and exceeding quarterly and annual revenue and profitability targets.
• Building and directing industry strategy using market data and sales analytics to prioritize customers, guide engagement plans, and respond to evolving market dynamics.
• Maximizing account revenue by increasing penetration, expanding contacts, and identifying and developing new opportunities aligned to sales goals and strategy.
• Developing and executing proactive account plans including sales strategies, promotions, product placement, and coordinated customer engagement.
• Leading account penetration planning in partnership with Jr Sales roles and sales leadership, including regular business reviews to track progress and results.
• Own sales forecasting for assigned accounts, ensuring S&OP teams have timely, accurate inputs to support demand planning and supply alignment.
• Serving as the primary liaison between customers and internal teams, representing the company at customer meetings and industry events as needed.
• Identifying customer and market opportunities, contributing new product and portfolio insights to support growth strategy.
• Maintaining strong awareness of market trends and competitive dynamics.
• Own sales activity and performance reporting, ensuring accurate pipeline visibility.
• Proactively managing and resolving customer issues, escalating as needed to protect relationships and revenue.

Requirements

• Familiarity with Grainger and Fastenal.
• Strong channel experience.
• An enterprise B2B mindset, not B2C or SaaS.
• A well-rounded individual with both account management and business development capabilities.
• The ability to conduct corporate and executive-level meetings.
• High intrinsic motivation, self-governance towards bonus goals, executive presence, and a proactive 'prospector mentality.'
• Strong technical skills including CRM involvement for demand planning and sales and operations planning, and data savviness for interpretation and presentation creation.
• Tangible product sales experience is a must-have.
• Experience level: Intermediate Level.

Qualifications

• Must have 5-7 years overall experience with 3-5 years in outside sales.

Skills

• Sales
• CMS
• Salesforce.com
• Sage
• Account management

Top Skills Details

• Sales
• CMS
• Salesforce.com
• Sage
• Account management

Additional Skills & Qualifications

• Must-have skills include familiarity with Grainger and Fastenal, strong channel experience, and an enterprise B2B mindset, not B2C or SaaS.
• The ideal candidate needs to be well-rounded, possessing both account management and business development capabilities, including the ability to conduct corporate and executive-level meetings.
• Essential personality traits are high intrinsic motivation, self-governance towards bonus goals, executive presence, and a proactive 'prospector mentality.'
• Required technical skills include CRM involvement for demand planning and sales and operations planning, and data savviness for interpretation and presentation creation.
• Tangible product sales experience is a must-have.
• While the job description suggests 5-7 years overall experience with 3-5 years in outside sales, the company is open to candidates who demonstrate the right balance of experience, avoiding extremes of being too or too junior.

Pay and Benefits

The pay range for this position is $90,000.00 - $100,000.00/yr. The base salary range is $90,000-$100,000, dependent on experience. * Variable compensation is an uncapped, on-target annual amount of $20,000-$30,000, scaling with overperformance. * Variable compensation includes an annual portion and a monthly commission based on new product sales exceeding previous year's figures for assigned products. * This role does not receive a company annual bonus. * Additional incentives include a company phone, mileage reimbursement at 77 cents per mile, company credit cards (with employees keeping travel points), and per diems.

Workplace Type

This is a fully onsite position in Waukegan, IL.

Application Deadline

This position is anticipated to close on Aug 7, 2026.