• Job Description

  Req#: R0016000

  To promote Graco Industrial Division products and achieve sales goals in assigned territory (East EMEA), by maintaining, developing and supporting a profitable existing customers base, while identifying and developing new channels.

  Work to be done in collaboration with another existing KAM (Key Account Manager) in East EMEA and reporting to the Industrial Division Sales Manager Automotive.

  JOB RESULT AREAS

  Attain territory objectives at reasonable expense, following the yearly Sales and Marketing plan. Ensure effective and regular car plants visits. Promote Graco products with key material manufacturers, integrators and with specification/opinion leaders Provide regular pro-active feedback to management

  PRINCIPAL ACITIVITES / DUTIES

  Attain territory objectives at reasonable expense costs, following the yearly Sales and Marketing plan.

  • Work with Automotive HQ, R&D and manufacturing plants in assigned territory to drive preferences on Graco ID products
  • Effective implementation of approved EMEA business plans, marketing actions, product validations and trainings
  • Develop of an annual local actions plan
  • Manage expenses within the yearly expenses plan

  Ensure effective and regular end-user contacts

  • Represent Graco at trade shows and events
  • Conduct regular end-user meetings activity to achieve assigned visits targets to collect market information and business intelligence.
  • Makes equipment and application recommendation to end-users
  • Presents new/upgraded products to key end users in area of responsibility

  Effective and efficient work with distributor network

  • Regular evaluation of distributors specialized in Automotive market in the assigned territory to ensure proper service to end users.
  • Actively seek new distributors to improve coverage of all Graco ID products under his responsibility in his area of influence.
  • Conflicts management with distribution network.
  • Assist distributor in resolving commercial and technical issues.

  Ensure customers have adequate product and application knowledge

  • Develop and maintain thorough knowledge of ID equipment and applications. Register in Graco training centre courses when needed better level of product know-how.
  • Evaluation of training level of Automotive end users, proposing for trainings and tech-days when necessary

  Promote Graco products with key material manufacturers, and specification/opinion leaders

  • Visit regularly material manufacturers to keep them updated about our new products and applications, to arrange validation trials and to collect key projects information.
  • Promote Graco products within big industrial integrators.
  • Organize and run homologation tests of our key more technical products with car plants

  Provide pro-active feedback to management

  • Remains alert to competitive factors and influences in the assigned territory
  • Provides feedback to management on new applications, product modifications, product failures, new product needs and new applications for existing products
  • Provides input to management for objective setting, sales forecast and area commercial situation
  • Submits timely and complete reports and paperwork, including activity reports
  • Key projects report and follow up.
  • Daily report activities though Sales Force system

  POSITION REQUIREMENTS

  Essential:

  • Experience of 3-4 years in B2B sales in Industrial Environment, highly preferable in sector of liquid paint finishing application or fluid handling equipment.
  • Engineering or Sales & Marketing experience preferred.
  • Experience and/or knowledge in sales through distribution network.
  • Knowledge of fluid handling/pumping/spray equipment and systems will be a plus.
  • Ready to do hands-on activities: demos, units start up, equipment trainings.
  • Used or ready to adapt to home office work, while willing to travel 70% of the time for visiting end users, Material manufacturers, Distributors, integrators and fairs, or participating in internal sales events.
  • Located in East EMEA.
  • English fluency
  • Commercial ability, assertive, autonomy.
  • Used to work by objectives.
  • Good communication skills at different levels (company owners, maintenance managers, engineers, applicators, contractors, purchasing department, painters…)

• About the company

  Graco is an American manufacturer of fluid-handling systems and products based in Minneapolis, Minnesota.

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