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Sr. Account Manager, Government - Atlanta, GA

Date: Apr 19, 2021

Location: ATLANTA, GA, US, 30318-3646

Company: Grainger Businesses

Company Overview

Grainger is a broad line, business-to-business distributor of maintenance, repair and operating (MRO) supplies and other related products and services. More than 3.2 million businesses and institutions worldwide rely on Grainger for products such as safety gloves, ladders, motors and janitorial supplies, along with services like inventory management and technical support. These customers represent a broad collection of industries including commercial, government, healthcare and manufacturing. They place orders online, on mobile devices, through sales representatives, over the phone and at local branches. Approximately 5,000 suppliers provide Grainger with more than 1.6 million products stocked in Grainger’s distribution centers and branches worldwide.

Position Description

The Sr. Account Manager is an outside sales role. This person is responsible for managing an account portfolio of some of the largest, most complex customers. The Sr. AM develops sales plans that effectively position Grainger’s value proposition to the assigned customers that drive profitable sales growth with the, local, higher education, primary education customer base.  The Sr. AM will also utilize the Sales Management System (SMS)  to understand customer needs and present cost effective programs and solutions that will increase customer spend,  loyalty and retention.

Maximize revenue for designated account package by growing sales within existing accounts, expanding customer contacts, identifying and developing new opportunities at a level consistent with or exceeding company expectations.
-Strong business acumen including negotiation skills
-Understand customer needs and objectives and remains alert and responsive to changing customer needs
-Demonstrate knowledge of market data and access to resources to quickly respond to new developments in the customer’s business
-Demonstrate consistent focus on actions and tactics that will produce positive sales results
-Demonstrate appropriate knowledge of the customers’ products and services to formulate business strategies to drive revenue
-Understand Grainger’s Value Proposition and can clearly articulate to customers, providing solutions to grow profitable sales
-Communicate in an organized, clear and concise  manner to effectively express ideas, plans, actions, and projects to support customer needs
-Establish customer and market priorities to execute a strategic course of action to accomplish sales goals
-Develop and implement account penetration strategies to include regular business reviews for key customers to maximize sales
-Adherence to company sales and pricing guidelines to include all government compliance standards.
-Fully leverage all resources and technical support available
-Document, analyze, and understand impact of customer focused activities to increase productivity and sales within assigned customers
-Business acumen around sales forecasting, opportunity management and customer planning
-Technological capabilities and understanding to communicate in today’s business environment
-Ability to listen, gain trust and bring to closure an action, project, resolution or sales with customers
-Ability to clearly articulate business drivers, understand key financial and total cost of ownership concepts with all levels of the organization
-Ability to utilize sales process to uncover customer objections/concerns, and determine appropriate solutions
-Ability to maintain a plan of action until desired results is achieved
-Strong process discipline, ability to align planning objectives with a pipeline development process to grow and develop market  revenue.

-Has responsibility for generating positive sales growth within specific assigned customers with an average of 10 current accounts and between $5 to $10M dollars annually

Position Requirements:

-Diversified knowledge of products developed through relevant post-secondary education and/or a minimum of 3–5 years of progressive experience in an industrial/safety business
-Excellent presentation, verbal and written communication skills.
-High integrity in all business dealings.
-Strong time management and organizational skills.
-A valid driver’s license.
-Ability to travel and have occasional overnights (dependent on territory).

Work Enviroment:

-Work locations will be dependent upon conditions of the aligned customer locations 
-You could be required to wear personal protective equipment (i.e. protective footwear, safety eyewear, etc.).
-Consistent with Grainger's Sales Mgt process, travel is required to each customer within aligned market at least once per month, or more frequently where needed.
-Reports to a District Sales Manager
-Compensation will be driven by the ability to achieve or exceed established sales targets and other account management tasks. 

EEOC Statement

Grainger is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.