Senior Account Manager (Industrial Distribution)
Lincoln Electric is the world leader in the engineering, design, and manufacturing of advanced arc welding solutions, automated joining, assembly and cutting systems, plasma and oxy-fuel cutting equipment, and has a leading global position in brazing and soldering alloys. Lincoln is recognized as the Welding Expert™ for its leading materials science, software development, automation engineering, and application expertise, which advance customers' fabrication capabilities to help them build a better world. Headquartered in Cleveland, Ohio, Lincoln Electric is a $4.2B publicly traded company (NASDAQ:LECO) with over 12,000 employees around the world, with operations in 71 manufacturing and automation system integration locations across 21 countries and maintains a worldwide network of distributors and sales offices serving customers in over 160 countries.
Location: Remote - Indiana
Employment Status: Salary Full-Time
Req ID: 27627
Position Overview
Drive revenue growth by selling and providing technical expertise for brazing, soldering, welding consumables, and gas apparatus (cutting, heating, welding equipment) to distributors and end users. Own territory performance, build strategic partnerships, and serve as a subject matter expert (SME) to exceed sales targets. Leverage deep market insight, Salesforce reporting, and cross-functional collaboration with Lincoln Electric to deliver measurable results while controlling expenses.
Responsibilities
- Distributor Development: Identify, recruit, and coach high-potential distributors; assess and realign underperforming partners to meet market benchmarks.
- Market Intelligence: Maintain real-time awareness of industry trends, competitor activity, and customer needs to inform strategy.
- Sales Pipeline Management: Deliver accurate monthly forecasting and pipeline updates in Salesforce.com.
- Technical Leadership: Provide product training, demos, and troubleshooting support for key accounts (in-territory and select national accounts).
- Demand Generation: Execute marketing programs, end-user training, and promotions to accelerate pull-through sales.
- Financial Oversight: Monitor DSO, service levels, and pricing compliance across the territory.
- Collaboration: Conduct joint sales calls with Lincoln Electric teams and lead independent QBRs with strategic accounts.
Deliverables
- Consistently achieve or exceed monthly and annual sales quotas.
- Submit detailed performance reports and market updates to Regional Sales Manager.
- Maintain up-to-date account profiles with YTD sales, opportunities, and call logs in Salesforce.
- Provide accurate 30-60-90 day revenue forecasts.
Requirements
- Experience: 4+ years of professional B2B sales; industrial/gas & welding distribution experience strongly preferred.
- Education: Bachelor’s degree in Business, Engineering, Marketing, or related field.
- Technical Skills: Proficient in Salesforce.com; ability to master technical product specifications.
- Location: Must reside in (or relocate to) Ohio, Kentucky, Pennsylvania, or West Virginia; extensive regional travel required (25–50%).
- Attributes: Self-starter with proven territory management, negotiation, and presentation skills.
Lincoln Electric is an Equal Opportunity Employer. We are committed to promoting equal employment opportunity for applicants, without regard to their race, color, national origin, religion, sex (including pregnancy, childbirth, or related medical conditions, including, but not limited to, lactation), sexual orientation, gender identity, age, veteran status, disability, genetic information, and any other category protected by federal, state, or local law.
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Welding, Fabrication, Industrial, Manufacturing