Channel Account Manager - Germany

The Account Manager is responsible for fulfilling the Sales organization’s mission to build and sustain a profitable customer base for Graco products by driving sales growth within the assigned market. This involves identifying opportunities for revenue generation, managing customer relationships, and ensuring customer satisfaction through effective sales strategies. The Account Manager will analyze market trends and customer needs to tailor solutions that align with Graco's product offerings. Additionally, the role requires collaboration with cross-functional teams, including marketing and product development, to enhance product visibility and maximize sales effectiveness. 

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 preferred in engineering, or in Business/Marketing, a technical field, or equivalent proven experience. 

• 5+ years of sales experience, ideally in electro-mechanical industrial product sales, through distribution channels, and with capabilities to promote the products at end user level too.

• Experience in fluid handling technologies in the applications of liquid paint finishing, sealant and adhesives, oil and grease and fluids transfer will be a plus.

• Proficiency in written, verbal, and presentation skills, with the ability to convey technical information clearly and effectively

• German native speaker, and high business level English language

• Demonstrated electro-mechanical aptitude to understand and communicate product specifications and applications. 

• Ability to work effectively with minimal supervision, adapting to a variety of end-user needs and dynamics, to expand the key business units through new channels in the assigned area. 

• Skilled in managing distribution channels, ensuring effective partnerships and support. 

• Willingness to travel 60% of the time as required to meet customer and business needs within the assigned area in Germany, potentially in Austria and Switzerland.

• Valid driver’s license.