Account Manager

Graco manufactures and markets premium equipment to move measure control dispense and spray a wide variety of fluid and powder materials What does that mean Well we pump peanut butter into your jar and the oil in your car We glue the soles of your shoes the glass in your windows and the screen on your phone We spray the finish on your vehicle coatings on your pills the paint on your house and texture on your walls Graco is part of your daily life PURPOSE OF JOB The purpose of the Territory Manager Industrial Division position is to accomplish Graco APs mission of developing and maintaining a profitable customer base for Graco Industrial Equipment by working with Key Industrial GI Distributors and Key Industrial GI End Users Material Supplier and Integrator customers in the assigned Territory West India The objective is to meet Graco Industrial sales and contribution objectives by targeting assigned industries and end user markets as well as material manufacturers integrators OEMs and system houses Key focus markets shall be Automotive Feeders Electronics Home Appliance Packaging Solar and other general industries JOB RESULT AREAS 1 Sales growth 2 Distributor management and development 3 Develop knowledge of product application and industries 4 Planning and communication 5 Co-ordinate Graco opportunities through global contacts PRINCIPAL ACTIVITIES DUTIES 1 Sales Grow sales and profits Develop distributors with application expertise capable of selling application intensive products Train distributors end users OEMs material suppliers integrators Stay abreast of competitive activity products applications strategies promos and communicate same help determine competitive benchmarks Demonstrate equipment and conduct training to key end-users Implement timely and effective territory and promotion plans Qualify and follow-up leads in a timely manner and report back on results track Make sales presentations on new products and application solutions to distributors material manufactures end users integrators and system houses Actively participate in and achieve all goals in the Sales Force Program Execute programs that drive sales in General Industry segments 2 Distributor management and development Build a distributor base of ever growing performing distributors establish goals and plans to achieve goal Develop annual sales volume targets and action plans with key distributors to increase sales service effectiveness to end-users Review distributor coverage annually and plans to add or delete distributors Actively seek new speciality distributors OEMs and other channels to improve coverage penetration and sales of GRACO products Develop distributors sales and technical abilities through joint sales and or troubleshooting calls training sessions on products and applications Help distributor to specialize to relevant industry needs Resolve conflicts complaints and problems with distributors at all levels 3 Develop knowledge of product application and industries thorough knowledge on features benefits operation selling and troubleshooting and application of key automotive industrial solutions portfolio thorough knowledge of pump basics concepts product families and application technologies assists as required in new product testing thorough knowledge of Automotive and General Industries and their applications 4 Planning and communication Develop annual forecast and expense budgets Develop a yearly territory sales plan and key account plan with each key distributor on a quarterly basis Follow ISO compliant and approved procedures Administer GRACO special pricing requests from distributors Manage demo account within agreed upon limits 5 Help co-ordinate global Graco opportunities Work closely with all industrial sales teams Communicate effectively across Graco regions AP US and Europe to maximize Gracos global sales and profitability Develop with the regions a global planning process for Industrial opportunities POSITION REQUIREMENTS Essential 5 to 7 years successful related sales experience Bachelors degree in technical business or marketing area or equivalent experience Demonstrated ability to deal effectively with all organizational levels and personal styles Evidence of in-depth understanding of the market place and competition Effective training skills Demonstrated ability to work successfully without close supervision Knowledge of hydraulic pneumatic electrical systems and product application Effective communication skills written oral and presentation Evidence of leadership and professionalism Willingness to travel up to 50-60 of the time Ability to work from a home-based office Sales experience of Automotive Feeders Electronics Home Appliance Packaging Solar and other general industries Desirable Graco product knowledge Marketing education or experience Bachelors degree in business or engineering mechanical chemical or electrical Other languages At Graco you truly make a difference Your unique talents contribute to our organizational growth and future Not only do you make a difference but Gracos culture empowers employees to create their own career path Whether you choose to advance within your current department or explore new opportunities in different divisions you have the ability to build your future Our managers are here to provide support and guidance as you continue to grow within your career Graco has excellent opportunities available to individuals who want to be part of a fast-moving growing company that is committed to quality innovation and solving fluid handling problems for our customers Graco is proud to be named a Best Place to Work by Fortune Magazine in 2016 2018 2019 2021 2022 Graco offers attractive compensation benefits and career development opportunities Gracos comprehensive benefits include medical dental stock purchase plan 401 k tuition reimbursement and more Our company uses E-Verify to confirm the employment and eligibility of all newly hired employees 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