Strategic Account Manager in Michigan City, Indiana at DWYER INSTRUMENTS, LLC

The Strategic Account Manager – Industrial Distribution is a revenue-focused sales leader responsible for aggressively growing a targeted portfolio of National and Broadline industrial distributor accounts, and other large-scale MRO and industrial supply distributors.

This role is designed for a high-energy, results-driven professional who thrives on uncovering new opportunities, expanding share of wallet, displacing competitors, and driving measurable growth within complex distributor environments. While relationship management is critical, success in this role is defined by growth, execution, and market penetration.

Core Responsibilities

• Own full commercial responsibility for a defined group of National and Broadline industrial distributor accounts, with a primary focus on revenue growth and market expansion
• Proactively identify, pursue, and close new growth opportunities within existing distributor networks
• Develop and execute aggressive account growth strategies to increase share of wallet and reduce competitive presence
• Drive new product introductions, conversions, and competitive takeaways
• Lead joint strategic business planning with distributors, setting growth targets and accountability using an MBR/QBR process
• Negotiate pricing, programs, and commercial terms to win business while protecting profitability
• Collaborate cross-functionally to leverage internal resources that accelerate execution and remove barriers to growth
• Maintain accurate forecasts, pipelines, and CRM reporting
• Maintain current understanding of account performance metrics including revenue trends, SKU penetration rates, inventory turns, POS velocity, and search ranking positions
• Utilize CRM analytics, POS data, and market intelligence to identify white space opportunities, underperforming SKUs, and category SKU expansion targets within each account

Required Qualifications

• Bachelor’s degree in Business, Engineering, or related field, or equivalent experience
• 5–10 years of B2B industrial or MRO sales experience
• Proven success driving growth through national or broadline distribution
• Strong understanding of industrial distribution business models
• Demonstrated hunter mentality with a track record of exceeding targets
• Excellent negotiation, communication, and presentation skills
• CRM and sales analytics proficiency

Preferred Qualifications

• Experience with distributors such as Grainger or similar national accounts
• Competitive displacement and conversion experience
• Ability to analyze complex data sets and translate into actionable growth strategies
• Industrial or MRO product knowledge
• Distributor sales training and promotional leadership experience

Key Competencies

• Self- directed, disciplined work style with strong initiative and follow-through
• Aggressive opportunity identification and pursuit
• Strategic distributor account growth
• Competitive selling and market penetration
• Results-driven execution
• Relationship leadership with accountability
• Data-driven pipeline and forecast management

Travel

Up to 40% travel required.