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. 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 in business, engineering, marketing, a technical field, or equivalent experience. - 3+ years of sales experience, ideally in mechanical product sales through distribution channels. - Proficiency in written, verbal, and presentation skills, with the ability to convey technical information clearly and effectively. - Demonstrated 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. - Skilled in managing distribution channels, ensuring effective partnerships and support. - Willingness to travel as required to meet customer and business needs. - Valid Driver’s License and ability to maintain insurability with Graco’s chosen Fleet Insurer. Accelerators - Global industrial manufacturing experience and knowledge. - MBA or Master’s degree preferred. #LI-REMOTE 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 Graco’s 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. Graco’s 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 www.dhs.gov/E-Verify.

At GAF, we cover more than buildings. We cover each other. No matter what role, tenure, or track, under this roof you are empowered to be there for your teammates, your customers, and especially your community. Under this roof, we don’t back down from hard work– we support one another in pursuit of something bigger. We define the future while leading the present. And under this roof, we own our opportunities. Becoming the market leader only happens when everyone feels they have the opportunity, and the support, to thrive. We are GAF. And under this roof, we protect what matters most. Team Summary Our team loves what they do and our clients love the industry knowledge, exceptional service, and genuine care provided by our Territory Managers. As a Territory Manager, you too can grow with the proven winning GAF culture that delivers industry-leading results! Job Summary Craving a new challenge? GAF is seeking a high-energy sales professional with a track record of building successful relationships and closing new business. The Territory Manager –Steep Slope is responsible for the sale of the complete line of GAF residential roofing products. As Territory Manager, you will act as a liaison between GAF and our clients, making sure to keep both sides happy. We're here to help our customers build genuine relationships with their customers — the kinds of relationships that create powerful, active communities around our best-in-class brand. Essential Duties - Attack: Pinpoint market opportunities with contractors, distribution, lumber dealers, retail, and co-ops; with the mindset to build lasting and meaningful relationships. Expect to juggle competing priorities and client requests/deadlines on a regular basis. - Build: Own, progress, and close the sales funnel, turning potential opportunities to closed wins, through value-selling the benefits of GAF products. Overcome objections and convert hurdles into growth opportunities. - Persist: Display strong negotiating tactics by leveraging value propositions and pricing strategies. - Strategize: Compile reporting to highlight hits, misses, learning, competitive landscape, and strategic next steps; proactively identify opportunities to exceed expectations and position our clients as leaders in their space. - Consult: Influence the building materials industry; constantly networking to become a trusted advisor to existing and potential customers. Navigate when to defer to a client's request vs. when to guide a client to make better choices. Thrive on expert problem solving, determining solutions that execute favorable results. Engage and educate customers with insight and product knowledge via distributor/contractor meetings. Explain complex subject matters (e.g. pricing) to any audience and tactfully communicate both good & bad news. - Stand Out: Make your presence known at customer shows, conventions, and other industry-related activities. - Impact: Be pleasant to work with and keep a positive outlook. Know how to have fun, but know how to balance it with work. Embrace and respect different personalities and work with various groups to accomplish territory sales goals. Utilize social media to gain further insight into the market i.e. industry trends, market practices, and communication with customers. - Win: Display diplomacy and a mastered ability to build immediate rapport with anyone. Close the deal. Qualifications Required - H.S. Diploma or General Education Degree (GED) Required - The ability to have and maintain a driver’s license - 3+ years of sales experience or 1+ years of experience in building materials General Knowledge, Skills and Abilities - Ability to routinely work in a stationary position for long periods of time - Ability to routinely move about to accomplish tasks or to move from one work area to another - Ability to position self to bend, pull, and reach overhead and/or below shoulder level to perform filling functions,lifting, carrying, and moving of products/materials occasionally - Ability to sit, stand, walk and use hands to grasp, handle or feel objects, tools, and product samples routinely - Ability to ascend and descend ladders, stairs, scaffolding, and ramps occasionally - Ability to work with heights occasionally - Frequent sitting, walking, and standing; occasional climbing, stooping, kneeling, crouching, crawling, and balancing - Ability to lift, carry, or otherwise move up to 50 lbs of products, materials, boxes, equipment, etc. occasionally - Ability to work in outdoor conditions including high/low temperatures, inclement weather, wind, dust, humidity, etc., frequently - Ability to frequently and quickly converse with and convey information to others on the phone and in-person - Manual dexterity to routinely operate standard office equipment and keyboards - Visual acuity including close vision, peripheral vision, depth perception, and the ability to adjust focus routinely to view documents and computer screens, operate motor vehicles, perform visual inspections, etc. - Must continuously have the ability to differentiate colors precisely - Ability to wear and work in PPE occasionally - Ability to operate a motor vehicle and travel without assistance routinely - Ability to operate motor vehicle and safely traverse/navigate job sites in a constant state of alertness routinely Qualifications Preferred - Bachelor’s Degree - Sales experience in the building material industry - Multi-channel experience selling roofing materials to distributors, contractors, lumber dealers, two step, architects, property homeowners, retail, and Co-Ops - Proficiency in Google Suite and MS Office suite - CRM/Salesforce experience strongly preferred - Ability to work independently on competing priorities - Ability to travel in assigned territory - Bilingual is a plus Travel Requirements: Ability to travel 50%-70%, occasional weekend travel Base salary and/or rate of pay ranges listed are exclusive of fringe benefits and potential bonuses. Individual compensation offers will be determined based on a variety of factors, including but not limited to geographic location, relevant candidate experience and skill, education, and/or qualifications. Total Cash Compensation Range: $128,000-$176,000 (inclusive of base salary and an annualized commission target). How We Protect What Matters Most: 1. We offer a wide range of health insurance options that include medical, dental, and vision for you and your family. 2. Our Family-Building benefits support the many different journeys to fertility and parenthood. 3. Our robust 401K plan includes an employer match contribution with your pre-tax and/or Roth contributions. 4. Other exciting programs and perks are available to help employees achieve work-life balance, including (but not limited to) a wellness program, free financial coaching, a referral program, and product rebates when purchased for an employee’s primary residence. 5. Professional growth and development are very important to us! We offer internal training programs and courses, as well as a generous tuition reimbursement program. 6. We're committed to fostering a culture that reflects our values to connect, empower, evolve, and inspire. We offer many opportunities for employees to connect with one another, including through our Employee Resource Groups who focus on education and allyship for all of our employees. GAF complies with federal, state, and local disability laws and makes reasonable accommodations for applicants and employees with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact HR Services at 833-HR-XPERT. We believe our employees are our greatest resource. We offer competitive salary, benefits, 401k, and vacation packages for all full time permanent positions. We are proud to be an equal opportunity workplace. We are committed to equal employment opportunity on the basis of each candidate's qualifications, experience, and merit, without regard to race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you have a disability or special need that requires accommodation, please let us know. If applying for positions in the U.S., must be eligible to work in the U.S. without need for employer sponsored visa (work permit).

Position Summary The Account Manager is responsible for managing and growing assigned customer accounts within the medical device and Interventional markets. This role focuses on building strong customer relationships, supporting revenue growth within existing accounts, and ensuring a positive customer experience across all commercial interactions. The Account Manager serves as the primary day-to-day commercial contact for assigned customers and works closely with the Business Development Executive (BDE), Customer Service, Engineering, Operations, Quality, and Program Management teams to support customer needs, identify growth opportunities, and maintain account performance. This role requires strong relationship management skills, commercial awareness, technical understanding of manufacturing solutions, and the ability to work cross-functionally in a regulated medical manufacturing environment. Key Responsibilities Account Management & Customer Relationships - Serve as the primary commercial contact for assigned customer accounts - Build and maintain strong relationships with customer stakeholders across procurement, engineering, quality, and operations - Support customer retention and identify opportunities for growth within existing accounts - Maintain a clear understanding of customer business needs, product roadmaps, and ongoing objectives - Facilitate strong customer communication and responsiveness to inquiries, concerns, and project updates - Support customer business reviews and performance discussions Revenue Growth & Commercial Support - Support revenue targets through account growth, cross-selling, and upselling opportunities - Assist in developing and executing monthly and annual account plans - Maintain account forecasts, pipeline updates, and sales reporting - Support preparation of quotations, pricing updates, RFQ responses, and cost reviews - Assist with price variance analysis and support margin improvement initiatives - Work with the BDE on opportunities for expansion and new programs within existing customer relationships Customer Service & Cross-Functional Coordination - Partner with Customer Service Representatives (CSR) to support order-to-cash issue resolution, order status updates, and forecast alignment - Assist with customer rolling 12-month forecasts and demand planning updates - Coordinate internally with Engineering, Operations, Quality, and Program Management to ensure customer requirements are met - Help resolve customer concerns by identifying issues and escalating solutions as needed - Support a positive customer experience through timely communication and follow-up Technical Sales & Project Support - Support technical sales activities by coordinating with Engineering and Product Development teams - Assist with solution definition based on customer requirements - Participate in NPI and project launch activities as the commercial customer representative - Support project updates, scope changes, and customer communications during development and production transfer Market Awareness - Maintain awareness of customer activity, market trends, and competitor developments - Identify opportunities to strengthen customer partnerships and grow business within assigned accounts - Participate in trade shows, customer visits, and commercial events as needed Required Experience - 3–5+ years of business-to-business account management or sales experience - Experience in medical device manufacturing, contract manufacturing, or OEM environments preferred - Knowledge of regulated manufacturing environments (ISO 13485 / FDA) preferred - Understanding of injection molding, assembly, and related medical manufacturing processes preferred - Experience working with cross-functional teams including Customer Service, Engineering, and Operations - Strong skills in forecasting, quoting, pricing support, and customer relationship management - Proficiency in Excel and PowerPoint Education & Qualifications - Bachelor's degree preferred; business, engineering, or related field desired - Equivalent experience will be considered - Valid driver's license and passport required - Ability to travel as needed Working Conditions This role supports multiple customer programs and projects at varying stages of development and production. Work may be performed in office and production environments. Travel required for customer visits and trade show participation.

Who are we and what do we do? BrowserStack is the world's leading software testing platform powering over two million tests every day across 22 global data centers. BrowserStack's products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments—devices, browsers, operating systems, and versions. We help Tesco, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer. BrowserStack was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet. We recently secured $200 million in Series B funding at a $4 billion valuation in June 2021. At BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognized by leading organizations around the world: - BrowserStack is Great Place to Work-Certified™ 2020-21 - Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi - Ranked in Forbes Cloud 100 in 2021 - for the second time - Featured in LinkedIn Top Startups India 2018 Location: This is a remote position; however, the role requires the candidate to be currently based in Chicago. Role in a Nutshell: Master of Enterprise Expansion The Enterprise Account Executive role is focused on owning, retaining, and expanding a portfolio of BrowserStack's largest and most strategic global accounts (Fortune 500 / FTSE 100) through sophisticated, multi-threaded selling, executive partnership, and long-term value creation. You will transition customers from point solutions to positioning BrowserStack as the indispensable, single Continuous Testing Platform (CTP) across multiple business units, geographies, and product lines. This is a complex, high-ACV expansion sale focused on driving substantial cross-sell, upsell, and multi-year platform revenue. Your Accounts: Manage and grow a defined list of Tier 1, existing Enterprise accounts. Your Buyers: Deepen relationships with CTOs, VPs of Engineering, Heads of DevOps, and QA Directors across global business units. Your Mission: Dramatically enlarge the BrowserStack footprint by driving adoption and spend from single products to the complete platform suite (Live, Automate, Percy, Test Observability, App Automate, etc.). Your Strategy: Serve as the strategic quarterback who orchestrates Sales, Solutions Engineering, and Client Success to deliver a continuous, high-touch, multi-year growth strategy for your portfolio. This role reports to the Sales Manager / Director of Sales. Desired Experience: We are looking for a senior Enterprise Account Executive with a proven track record of complex, strategic account expansion and revenue ownership in B2B SaaS or enterprise technology environments. - 5+ years of B2B Enterprise SaaS sales experience, with 3+ years in a farming / strategic account management / expansion-focused role (or equivalent high-velocity enterprise selling) - Demonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets within Enterprise accounts (Fortune 500 / Global 2000) - Recent experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sell in complex, multi-product SaaS environments - Proven success managing and closing complex, multi-threaded enterprise expansion deals with an Average Contract Value (ACV) of mid–high six figures or seven figures within existing accounts - Product Focus (Preferred): Direct experience selling DevOps, Continuous Testing, Observability, Developer Tools, or technical Infrastructure platforms - Willingness to travel as needed for strategic customer engagement - Exceptional proficiency in relationship mapping, stakeholder management, executive-level communication, ability to nurture and grow accounts over long cycles - Bachelor's degree required; Engineering / Technology background or technical undergraduate degree strongly preferred What Will You Do? Account Ownership, Expansion & Lifecycle Expertise - Own a portfolio of Tier 1 Enterprise customers with full accountability for long-term revenue growth, retention, and expansion. - Drive significant expansion revenue predominantly through cross-selling, upselling, and securing multi-year platform agreements to consistently achieve and exceed quarterly and annual expansion targets. Strategic Account Planning & Business Acumen - Develop and execute comprehensive multi-year account plans for your portfolio, identifying white space, mapping stakeholder influence, and quantifying expansion potential across different business units, geographies, and product lines. - Conduct deep discovery to understand customer business objectives, technical architecture, competitive landscape, and organizational dynamics to position BrowserStack as a strategic enabler of transformation. Executive & Technical Engagement - Establish and maintain deep, trusted advisor relationships with C-level and VP-level executives (CTO, VP Engineering, VP DevOps, Head of QA) - Engage customers through regular high-touch interactions, including strategic onsite visits, executive business reviews (EBRs), and virtual QBRs, to strengthen relationships and accelerate account growth. Drive Renewal & Retention Excellence - Ensure predictable, on-time renewals by reinforcing value, outcomes, and ROI well ahead of contract milestones. - Identify and mitigate renewal or contraction risks in partnership with internal teams (CS, Product, Support), taking ownership of resolution and escalation when necessary. Operate Cross-Functionally with Rigor & Discipline - Act as the central point of ownership and orchestration across internal teams (Solutions Engineering, Client Success, Product, Marketing, Legal, Finance) to deliver seamless customer experiences and execute complex, multi-phase deals. - Maintain strong Salesforce hygiene and pipeline discipline to support accurate forecasting, deal visibility, and data-driven decision-making across Sales leadership. - Leverage AI tools and sales technologies proactively to enhance sales strategy, efficiency, account intelligence, and customer engagement. Benefits: In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy. - Market competitive Health Insurance plan - Enrollment in the BrowserStack Equity program - Unlimited Time Off to ensure our people invest in their well being, to rest and rejuvenate, spend quality time with family and friends. - Remote- First work environment that allows our people to work from anywhere in the state of their residence. - Remote- First Benefit for home office setup, connectivity , accessories , co-working spaces, wellbeing to ensure an amazing remote work experience. Benefits: In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy: - Market competitive Health Insurance plan - Enrolment in the BrowserStack Equity program - Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends - Remote-First work environment that allows our people to work from anywhere in the state of their residence - Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience