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Global Export Account Manager
Grainger | Houston, Texas
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Job Description

Company Overview

Grainger is a global leading broad line supplier of facilities maintenance products serving businesses and institutions. Our 18,000 employees are driven to serve customers and the community in exceptional ways focusing on delivering the highest level of service. The Grainger team works closely with customers to better understand their challenges and provide cost-saving solutions. Grainger's employees serve customers more than 115,000 times every day through multiple channels. As part of a high-performing team, you'll be able to develop your talents


Primary Function:

The Global Export Account Manager is responsible for maximizing and growing revenue and profits within the assigned geography (Caribbean) by selling to existing customers and acquiring new business. The Account Manager will have responsibility to acquire $700k-$1M through the acquisition of new customers and grow sales on existing cutomers. The individual will be empowered to make decisions influencing sales for small to medium deals.



  • Achieve sustainable revenue growth by negotiating, closing, implementing, and ensuring compliance to agreements with key hospitality (and other verticals such as government, commercial, etc) accounts primarily in the Caribbean.
    • This includes initiating the relationship (new account development), developing existing accounts (account penetration), and managing accounts (maintaining and enhancing account relationships).
  • Align planning objectives with a pipeline to grow and develop revenue.
  • Expand relationships with key decision makers both internally and externally.
  • Execute sales/contact strategies in order to meet or exceed revenue and activity targets.
  • Conduct cold calls to acquire new customers in assigned sales region.
  • Meet with existing customers in the region to understand their MRO needs.
  • Proactively interact with each account on a regular and ongoing basis, utilizing a wide array of available communication channels, to maximize their purchasing with Grainger through all of Grainger's sales / service channels in an effort to drive and secure sales opportunities and sales.
  • Evaluate and determine the appropriate marketing and promotional approaches to grow the business and sales for each account.
  • Regularly exercise independent judgment and discretion when interacting with all accounts and determining product and service offerings.
  • Regularly exercise independent discretion and judgment to determine whether a potential customer qualifies to do business with Grainger, as well as negotiating transaction terms, conditions and pricing for each existing and new account. 
  • Function independently with limited supervision in performing all job duties and responsibilities including negotiating terms, pricing and other terms and conditions for each account. 

Research, analyze and assess the strategic business direction and needs of each assigned account to determine how Grainger can best align itself as a product and service partner for all current and future business needs of the account


Preferred Experience and Education:

  • Undergraduate Degree in Business or equivalent work experience preferred with sales/business acumen generally attained through 1-3 years similar work experience.
  • Strong time and account management skills.  Must be able to organize customers based on current size and general potential.  Must have a written monthly and weekly sales plan.
  • Understands buying decisions, buying processes and cash flow dynamics of small to medium accounts.  Must be able to weigh opportunities and future growth potential of the respective accounts.
  • Strong customer service focus and quality orientation.  Demonstrates an ability to create a positive Grainger experience during the first customer contact.
  • Personal attributes must include assertiveness, high energy level, and resiliency. 
  • Ability to consistently "close" a sale.
  • Information and record keeping:  Keeps general contact information updated in account files or systems, using correct spelling and grammar.
  • Demonstrated sales success with a preference for selling to industrial, government, and/or corporate accounts.
  • Demonstrated achievement in the following skill and competency areas:
    • Integrity & trust
    • Building & maintaining relationships
    • Customer focus
    • Business acumen
    • Drive for results
    • Action oriented
    • Negotiating
    • Priority setting
    • Perseverance
    • Financial analysis
  • Technical proficiency: Has working knowledge of voicemail, e-mail, excel, word, internet and web browsers.
  • Communication skills:  Effective verbal and written communication skills.  Able to consistently up-sell.  Understands and uses basic selling techniques: open, probe, presentation, and over coming objections
  • Bilingual, should be fluent in English and Spanish the predominant language of the region served.
  • Mechanical/Product aptitude:  Has a basic knowledge of a specific product line.  Must be able to offer appropriate product to customer.  Has the aptitude to quickly learn about additional product lines.
  • Analytical skills:  Ability to understand, apply and synthesize complex data/information regarding customers and account package.
  • Ability to use Outlook, Microsoft Word, PowerPoint, and Excel




  • Someone that is self directed and can work in an entrepreneurial work environment
  • Total compensation weighted heavily towards commissions rewarded for incremental sales and profits


Grainger is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

About Grainger

W.W. Grainger, Inc. (Grainger) distributes facilities maintenance products, and provides services and related information used by businesses and institutions primarily in the United States, Canada and Mexico to keep their facilities and equipment running. Grainger is the supplier of facilities maintenance and other related products in North America. Its operations are managed in three segments: Grainger Branch-based, Acklands - Grainger Branch-based (Acklands - Grainger), and Lab Safety Supply, Inc. (Lab Safety). Grainger Branch-based is an aggregation of the Grainger Industrial Supply (Industrial Supply), Grainger, S.A. de C.V. (Mexico), Grainger Caribe Inc. (Puerto Rico), Grainger China LLC (China) and Grainger Panama S.A. (Panama). Acklands - Grainger is the Company's Canadian branch-based distribution business. Lab Safety is a direct marketer of safety and other industrial products. (Source: 10-K)

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