• Establish and cultivate executive-level relationships with decision makers in assigned accounts • Build effective proposals based on customer needs, consumer insights, and customer decision criteria leveraging a storytelling approach • Create and execute strategic joint business planning and reporting for both business partners and internal stakeholders • Source and analyze insights and analytics to drive business decisions • Acquire in-depth knowledge and expertise in customer channels to become a trusted subject matter expert • Generate, manage and execute complex and high impact partnership contracts and programs with both existing and potential new business partners • Conduct thorough cost benefit analyses of high-value partnerships to assess their potential value. • Lead teams and work across marketing, category, digital, finance, and field sales to analyze business performance and shape initiatives that can be implemented successfully across system • Direct new program implementation and national account rollouts; aligning ensuring alignment with enterprise priorities and objectives • Act as a representative for both the customer and the company when engaging with internal and external key stakeholders

Work Location Type: Remote Req Number 328606 About Grainger W.W. Grainger, Inc., is a leading broad line distributor with operations primarily in North America, Japan and the United Kingdom. At Grainger, We Keep the World Working® by serving more than 4.5 million customers worldwide with products and solutions delivered through innovative technology and deep customer relationships. Known for its commitment to service and award-winning culture, the Company had 2024 revenue of $17.2 billion across its two business models. In the High-Touch Solutions segment, Grainger offers approximately 2 million maintenance, repair and operating (MRO) products and services, including technical support and inventory management. In the Endless Assortment segment, Zoro.com offers customers access to more than 14 million products, and MonotaRO.com offers more than 24 million products. For more information, visit www.grainger.com.  Compensation The anticipated base pay compensation range for this position is $88,000.00 – $146,600.00. This role is eligible for an incentive target of up to or $25,200.00, based on the achievement of individual and company performance objectives in accordance with the current terms of the incentive program which are subject to change. Rewards and Benefits With benefits starting on day one, our programs provide choice and flexibility to meet team members' individual needs, including: - Medical, dental, vision, and life insurance plans with coverage starting on day one of employment and 6 free sessions each year with a licensed therapist to support your emotional wellbeing. - 18 paid time off (PTO) days annually for full-time employees (accrual prorated based on employment start date) and 6 company holidays per year. - 6% company contribution to a 401(k) Retirement Savings Plan each pay period, no employee contribution required. - Employee discounts, tuition reimbursement, student loan refinancing and free access to financial counseling, education, and tools. - Maternity support programs, nursing benefits, and up to 14 weeks paid leave for birth parents and up to 4 weeks paid leave for non-birth parents. For additional information and details regarding Grainger’s benefits, please click on the link below: https://experience100.ehr.com/grainger/Home/Tools-Resources/Key-Resources/New-Hire Grainger Benefits The pay range provided above is not a guarantee of compensation. The range reflects the potential base pay for this role at the time of this posting based on the job grade for this position. Individual base pay compensation will depend, in part, on factors such as geographic work location and relevant experience and skills. The anticipated compensation range described above is subject to change and the compensation ultimately paid may be higher or lower than the range described above. Grainger reserves the right to amend, modify, or terminate its compensation and benefit programs in its sole discretion at any time, consistent with applicable law. Position Details The Field Sales Manager (FSM)is responsible for achieving and expanding financial performance of your assigned approx. $15M – $20M geographic area comprised largely of low-share, high-potential customers, as well as the bench-building, hiring, management, and development of direct reporting FARs. This role manages up to 15 outsides Field Account Representatives (FARs) within an assigned geographic area and could lead a sales team that could be remotely located and require potential over-night travel depending on geography You Will - Teach, coach, onboard, counsel, and develop a high-performing sales team. - Plan, solve problems, perform analysis to drive sales aligned with goals. - Develop effective internal partner relationships with key business resources and strong relationships with customers so that all mutual goals can be achieved. - Review financial reporting to analyze needs, costs/budgets, and economic earnings. You Have - Bachelor's Degree or equivalent experience - 5+ years of work experience, including at least 4 years of outside sales experience and 2 years of prior managerial experience or equivalent experience. required - Apply computer software and technology tools to support and achieve defined sales objectives. - Understand customer needs, communicate with stakeholders, deliver business-focused presentations, manage change, and apply experience in performance management. - Drive team performance by fostering engagement and accountability to achieve defined outcomes. - Requires travel 25%-75% of the time. This may include overnight stays and travel by airplane. - A valid driver's license We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex (including pregnancy), national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, protected veteran status or any other protected characteristic under federal, state, or local law. We are proud to be an equal opportunity workplace. We are committed to fostering an inclusive, accessible work environment that includes both providing reasonable accommodations to individuals with disabilities during the application and hiring process as well as throughout the course of one’s employment, should you need a reasonable accommodation during the application and selection process, including, but not limited to use of our website, any part of the application, interview or hiring process, please advise us so that we can provide appropriate assistance.

The Sales Manager for Manufacturing and Quality is responsible for leading and owning new logo bookings performance for our Manufacturing and Quality portfolio. Reporting to the SVP, Sales, this role carries full accountability for quota attainment, pipeline generation, territory execution, and forecast accuracy. You will lead an integrated outbound motion across Account Executives (AEs) and Business Development Representatives (BDRs) to build predictable pipeline and close net-new customers. Business Outcomes - Deliver consistent monthly and quarterly new logo bookings performance, with high forecast accuracy - Build a predictable, high-quality pipeline engine (BDR + AE aligned) that supports sustained growth - Improve conversion and productivity through MEDDPICC discipline, operating cadence, and AI-enabled execution Key Responsibilities Revenue Ownership & Performance Accountability - Own and deliver monthly/quarterly new logo bookings targets for the Manufacturing and Quality outside sales team - Maintain accurate weekly forecasting and enforce pipeline discipline through structured deal inspection - Establish performance standards across AEs/BDRs and manage underperformance decisively Sales Structure & Motion Leadership - Lead a defined outbound acquisition motion with clear roles: BDRs generate qualified pipeline; AEs progress/close deals. - Ensure territory and activity execution aligns to ICP focus, target account strategy, and competitive displacement plays. - Partner with RevOps on territory coverage, quota allocation, and pipeline health metrics to improve predictability. Pipeline Generation & Outbound Excellence - Set standards for messaging, sequencing, meeting quality, and qualification to improve top-of-funnel conversion. - Drive consistent AE/BDR handoffs that produce well-qualified opportunities and efficient stage progression. - Use performance data to identify bottlenecks and implement targeted improvements in activity-to-pipeline yield. Prospect Engagement (New Logo Only) - Coach discovery excellence to connect prospect pain to measurable outcomes and differentiated value. - Join critical prospect interactions to accelerate progress, strengthen executive alignment, and support negotiation strategy. - Ensure Sales Engineering execution (demos, proof points, technical validation) aligns to MEDDPICC needs and close plans. Operational Rigor & Cross-Functional Execution - Run a disciplined operating cadence (pipeline reviews, deal reviews, skills coaching) with strong CRM hygiene. - Ensure clean post-close handoff from AE to AM/SAM (stakeholders, success criteria, scope/expectations, risks, timeline) to enable smooth onboarding. - Leverage technology—including AI tools where appropriate—to accelerate analysis and documentation, while maintaining strong controls and validation. AI-Enabled Selling & Market Positioning - Champion AI-enabled selling practices to improve prospecting efficiency, pipeline analysis, and forecasting accuracy. - Ensure the team credibly positions Advantive’s AI capabilities in prospect conversations and value narratives. - Drive adoption of modern selling tools and continuous improvement in sales productivity and effectiveness. Competencies Behavioral Competencies - Communication: Clear, persuasive communicator—strong in written and verbal storytelling, value articulation, and coaching others to deliver crisp messages to prospects and internal stakeholders. - Relationship Building (Prospect-Centric): Establishes credibility and trust with prospective buyers and economic stakeholders; teaches the team how to build executive alignment across multi-stakeholder buying groups. - Team Collaboration & Internal Orchestration: Owns the internal ecosystem required to win—aligns BDRs, Sales Engineering, Marketing, RevOps, Product, and AM/SAM for a cohesive prospect experience and fast deal execution. - Sales Coaching: Elevates performance through call coaching, deal strategy, MEDDPICC inspection, and consistent skill development across AEs and BDRs; reinforces accountability and raises the bar on execution quality. - Executive Presence: Engages credibly with senior buyers and internal leaders; commands complex conversations, aligns stakeholders, and drives decisive outcomes Functional Competencies - New Logo Acquisition Leadership: Builds repeatable outbound motions that consistently create qualified pipeline and close net-new customers; drives competitive displacement and maintains clear ICP focus - Analytical Skills: Uses data to diagnose funnel bottlenecks, improve conversion, and increase productivity; translates insights into specific coaching actions and operating changes - Forecasting Discipline: Maintains accurate forecasts through evidence-based deal validation, strong CRM hygiene, risk identification, and consistent inspection cadence - Operational Excellence: Builds rigorous operating rhythms (pipeline reviews, deal reviews, performance readouts) and enforces standards that improve predictability and execution quality - Forward Sales Leadership: Integrates AI tools into prospecting, research, pipeline analysis, and forecasting to drive productivity gains—while maintaining strong controls and validation.

• Execute market development strategies and tactics to support clinical practice adoption and business growth • Collaborate to build a winning clinical medical education strategy and training curriculum to accelerate market development efforts • Collaborate with commercial excellence, global and area marketing teams to drive alignment and execution of North American market development initiatives • Lead and collaborate active engagement with key industry associations, institutions, and thought leaders • Develop medium- to long-term strategies to protect, grow, and diversify external partnerships • Support market development activities through the establishment of best practices, tools, and tactics to raise awareness of the benefits of assigned portfolios • Support analysis around the competitive environment and market trends