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Grainger Account Manager Job

DATE: Jan 21, 2021

LOCATION: Chicago, Illinois, US

Company: Armstrong World Industries

Job: Sales 

Primary location: ChicagoIllinois 

Relocation offered: No 

Employment status: Full-Time 

Travel: 50%  


Location: Work from home position located in ChicagoIllinois 


As our National Account Manager, you will develop, manage, and lead the implementation of strategies and programs to profitably grow our ceiling and grid business through key Maintenance, Repair and Operations (MRO) Distributors with a primary focus on Grainger US & CA. You will understand how Grainger works from the inside out, and be able to utilize prior experience to deliver profitable growth. You will create and articulate an actionable roadmap that leads to a market leadership position for Armstrong in this segment.  


You will define, develop and execute regional strategies, brand management, financial forecasting, and pricing strategies for Grainger. You will also identify market and competitive trends, develop and refine relevant value propositions based on where the market is evolving, develop the marketing strategies and programs that deliver sustained year-over-year growth above despite the economic climate, and own the new product development pipeline.  


Why should you join Armstrong World Industries?


Armstrong World Industries (AWI) is a leader in the design and manufacture of innovative commercial and residential ceiling, wall and suspension system solutions in the Americas. With approximately $1B in revenue, AWI has about 2,500 employees and a manufacturing network of twelve facilities.


At home, at work, in healthcare facilities, classrooms, stores, or restaurants, we offer interior solutions that help to enhance comfort, save time, improve building efficiency and overall performance, and create beautiful spaces.


For more than 150 years, we have built our business on trust and integrity. It set us apart then, and it sets us apart now, along with our ability to collaborate with and innovate for the people we're here to serve - our customers, our shareholders, our communities and our employees.


We are committed to developing new and sustainable ceiling solutions, with design and performance possibilities that make a positive difference in spaces where we live, work, learn, heal and play. It's an exciting, rewarding business to be in, and we're committed to continue to grow and prosper for the benefit of all of our stakeholders. We hope you join us.


What does it mean to work at Armstrong?

It means being immersed in a supportive culture that recognizes you as a key player in Armstrong's future. We are a large company with a local feel, where you will get to know and collaborate with leadership and your colleagues across the company.


By joining us, you'll have the opportunity to make the most of your potential. Alongside a competitive remuneration package, you will receive:

  • A benefits package including: medical, dental, prescription drug, life insurance, 401k match, long-term disability coverage, vacation and sick time, product discount programs and many more.
  • Personal development to grow your career with us based on your strengths and interests.
  • A casual work environment where we have a recognition program for our team, and service awards. You will also be able to make the most of our fitness center and lunchtime cafe. 
  • A working culture that balances individual achievement with teamwork and collaboration. We draw on each other's strengths and allow for different work styles to build engagement and satisfaction to deliver results. 


What you’ll be doing:

  • Achieving sales revenue and average unit value (AUV) targets for both ceilings and grid
  • Being Armstrong’s expert in MRO and executing strategic market analysis that clearly defines growth opportunities within the segment (in low market penetration segments plans should be built to achieve entitled share levels)
  • Identifying strategic and tactical opportunities and implementing growth initiatives based on customer requirements, market trends and environmental landscape
  • Acting as a category functional expert to the customer, providing timely and appropriate product knowledge to increase customer knowledge and competence on Armstrong products
  • Identifying and assisting in the development and closure of new business targets with Grainger to include Commercial and Healthcare end markets; creating a process that drives accountability at the regional field level
  • Managing MRO portfolio, influencing product management team and working with operations, sourcing, quality, and finance to drive growth and profitability targets 
  • Effectively communicating and collaborating with all internal functions, including marketing, supply chain, new product development, sales support and customer service, to optimize sales and service and to deliver on business goals
  • Managing all account maintenance needs on Grainger systems, including product data, item changes, inventory levels, E-catalog, planograms, and related marketing or merchandising information
  • Ensuring that business plans, forecasts, and metrics are updated and reflect accurate information
  • Providing Grainger Canada with guidance to support growth initiatives of product mix, price positioning and market competitiveness
  • Developing trusting and productive relationships with all functional areas within Grainger and other key MRO accounts
  • Managing departmental budgets against annual targets
  • Understanding and leveraging supply chain capabilities and needs between Armstrong and the customer
  • Mediating claims liability and managing prompt settlement
  • Leveraging data through customer POS and internal reporting to maximize market share, sales, and profits 
  • Developing sound, articulate communication plans which support the segment strategy; communicating often to ensure the strategy and growth actions are clearly understood throughout the organization


What will make you successful:

  • Bachelor's degree in Marketing, Business, or related field
  • 5+ years of experience in the MRO side of building materials industry, preferably working recently for a Grainger or a Big Box supplier
  • 2+ years of large strategic account management
  • Experience in business development and/or strategic alliance development and management
  • Marketing and customer insight expertise, and/or experience with products commercialization in building products industry
  • Experience in interfacing with both internal team members, external customers and industry groups


Preferred qualifications:

  • Clear understanding and knowledge of Grainger store operations and supply chain, and the experience to leverage this knowledge to maximize sales
  • Proven success in developing and fostering business relationships at Grainger
  • MBA
  • Ability to communicate and respond effectively to customer inquiries and management
  • Strong negotiations skills, excellent people skills, and ability to handle difficult situations
  • Sense of urgency, customer focus, and customer retention
  • Ability to analyze trends and identify opportunities for growth
  • Very responsive to market, customer, and competitive landscape changes
  • Comfort with data analysis and interpretation, and experience in developing and delivering presentations
  • Demonstrated creativity with a keen focus on innovation; ability to think outside of the box
  • Proven experience managing people, plans, and budgets
  • Ability to lead groups and manage outside partner relationships
  • Detail orientation and organizational skills; comfort working independently in a fast paced, entrepreneurial culture as well as collaboratively in a larger corporate culture
  • Ability to work effectively and cross-functionally across various areas of Armstrong and the customer’s organization




Armstrong World Industries (AWI) is an equal opportunity, affirmative action employer and we value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.


Accommodation statement: If you need a reasonable accommodation for any part of the employment process, please contact us by email at AWI talent acquisition and let us know the nature of your request and your contact information. Requests for accommodation will be evaluated on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.


Come and build your future with us and apply today!

Nearest Major Market: Chicago

Job Segment: Account Manager, Merchandising, Outside Sales, Supply Chain Manager, Business Development, Sales, Retail, Operations