Job Description

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 APxe2x80x99s 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 xe2x80x9cperformingxe2x80x9d 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 distributorsxe2x80x99 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 Gracoxe2x80x99s 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.
• Bachelorxe2x80x99s 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 xe2x80x93 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.
• Bachelorxe2x80x99s 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 Gracoxe2x80x99s 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. Gracoxe2x80x99s 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. To learn more about E-Verify, including your rights and responsibilities, please visit '