Senior Sales Development Manager at Graco

Job description

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 Senior Business Development Manager leads the identification, development and conversion of significant new business opportunities within Graco’s Service & Repair market vertical across EMEA. The role focuses on lubrication service and maintenance , and other fluid handling applications in customer segments including automotive, fleet and transportation, heavy equipment, agriculture, and other machinery environments. The job applies deep market, customer and commercial expertise to shape growth priorities, influence investment decisions and resolve barriers across functions. The job partners with senior customer stakeholders, account managers, channel sales, application engineering, marketing and product teams to expand Graco’s reach and deliver sustained, profitable growth. What You Will Do at Graco Business Development and Pipeline Growth • Identify, assess and prioritize high-value business opportunities across targeted industries, applications, customer segments and geographies. • Build and manage a qualified pipeline of high-value, strategic opportunities through market research, executive networking, targeted prospecting, referrals and industry engagement. • Develop multi-year market and account-entry strategies that define target customers, stakeholder engagement, competitive positioning, resource needs and Graco’s value proposition. • Lead priority opportunities through discovery, qualification and solution alignment, then establish a clear commercial ownership and execution plan. • Set opportunity goals, stage requirements, milestones and executive decision points that improve pipeline quality, conversion and long-term value. Customer Discovery and Solution Development • Engage senior customer decision-makers and technical stakeholders to uncover business priorities, operational challenges, technical requirements, buying processes and decision criteria. • Shape differentiated solution strategies and commercialization approaches in partnership with application engineering, product, marketing and sales teams. • Develop executive-level value propositions, presentations and business cases that connect Graco solutions to measurable customer and financial outcomes. • Build and sustain relationships with customer executives, decision-makers, influencers and technical stakeholders throughout extended development cycles. • Sponsor and coordinate trials, demonstrations, pilots and other validation activities needed to reduce risk and progress strategic opportunities. Market Strategy and Cross-Functional Execution • Synthesize market trends, competitive activity, customer needs and industry developments into clear recommendations for growth priorities and investment. • Develop and execute business development strategies aligned with divisional, regional and product priorities, adjusting direction as market conditions evolve. • Influence marketing campaigns, lead-generation programs, industry events and new product introductions to accelerate entry into priority markets. • Establish opportunity governance and decision rights with account managers, channel sales and distribution partners to ensure coordinated customer engagement and execution. • Provide senior leaders and cross-functional teams with market intelligence and recommendations that inform product, pricing, investment and go-to-market decisions. Performance Management and Commercial Discipline • Maintain accurate strategic-account, pipeline and opportunity information in the customer relationship management sy