Commercial Account Manager- Waco, TX

Company Overview

Grainger is a global leading broad line supplier of facilities maintenance products serving businesses and institutions. Our 18,000 employees are driven to serve customers and the community in exceptional ways focusing on delivering the highest level of service. The Grainger team works closely with customers to better understand their challenges and provide cost-saving solutions. Grainger's employees serve customers more than 115,000 times every day through multiple channels. As part of a high-performing team, you’ll be able to develop your talents, and make a difference. Grainger is a Fortune 500 company and a perennial member of Fortune magazine's Most Admired Companies list.

Position Description Maximize revenue for designated account package by growing sales within existing accounts, identifying and developing new accounts at a level consistent with or exceeding company expectations. Has responsibility for generating positive sales growth for a specific geography or vertical market with an average of 30-35 current accounts and average of $2 to $3.5M dollars annually. Fully leverage Grainger’s Customer Relationship Management (CRM), Salesforce, to perform all the aspects of business daily.

• 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
• Responsible for service and support of managed inventory tasks in order to drive greater understanding of the customers, increase contacts with in the customer group and drive sales results.
• 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
• Demonstrate full compliance to company sales and pricing guidelines
• Fully leverage all resources and technical support available
• Document, analyze, and understand impact of customer focused activities to increase productivity and sales within assigned market

Position Requirements: Position Requirements:

• High School diploma and/or GED required
• College or equivalent experience preferred
• Minimum of 3+ years of direct outside sales experience
• Consistent with Grainger's Sales Mgt process, travel required to each customer within aligned market at least once per month, or more frequently where needed
• May be required to lift up to 50 lbs.
• Ability to repetitively bend and squat

Demonstrated proficiency/competency in the following areas:

• Self-motivated, possessing a high energy level and a desire to achieve goals beyond what is required
• 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
• Knowledge of Maintenance Repair & Operations (MRO) products and their applications a plus