Account Manager, Government

Work Location Type: Hybrid

Req Number 332588

W.W. Grainger, Inc. is a leading broad line distributor with operations primarily in North America and Japan. At Grainger, We Keep the World Working by serving more than 4.6 million customers worldwide with maintenance, repair and operating (MRO) products and value‑added solutions delivered through innovative technology and deep customer expertise. Known for its commitment to service and purpose‑driven culture, the Company reported 2025 revenue of $17.9 billion.

For more information, visit

The anticipated base pay compensation range for this position is $62,300.00 – $. This role is eligible for an incentive target of up to $27,200.00, based on the achievement of individual and company performance objectives in accordance with the current terms of the incentive program, which are subject to change.

With benefits starting on day one, our programs provide choice and flexibility to meet team members' individual needs, including:

• Medical, dental, vision, and life insurance plans with coverage starting on day one of employment and six free sessions each year with a licensed therapist to support your emotional wellbeing.
• 18 paid time off (PTO) days annually for full‑time employees (accrual prorated based on employment start date) and six company holidays per year.
• 6% company contribution to a 401(k) retirement savings plan each pay period, no employee contribution required.
• Employee discounts, tuition reimbursement, student loan refinancing and free access to financial counseling, education, and tools.
• Maternity support programs, nursing benefits, and up to 14 weeks paid leave for birth parents and up to 4 weeks paid leave for non‑birth parents.

Maximize revenue for designated account package including military bases by growing sales within existing accounts, developing new accounts at a level consistent with or exceeding company expectations.

• Understand customer goals and remain alert and responsive to changing customer needs, keeping their operations up and running efficiently.
• Demonstrate knowledge of market data and access to resources to quickly respond to new developments in the customer's business.
• Responsible for support of managed inventory tasks to lead greater understanding of the customers, increase contacts within the customer group and increase sales results.
• Understand Grainger's Value Proposition and explain to customers, providing solutions to grow profitable sales.
• Establish customer and market priorities to execute a strategic course of action to accomplish sales goals.
• Develop and implement account strategies to include regular business reviews for primarily military customers to maximize sales.
• Demonstrate full compliance to company sales and pricing guidelines.
• Use all resources and technical support available.
• Document, analyze, and understand impact of customer‑focused activities to increase productivity and sales within assigned customer accounts including Air Force bases.

• High school diploma/GED.
• 3 + years direct outside sales experience to government accounts or military experience.
• Knowledge of sales forecasting, opportunity management, and customer planning.
• Technological capabilities and understanding to communicate in today's business environment.
• Ability to bring to close an action, project, resolution or sales with customers.
• Ability to articulate business drivers, understand financial and total cost of ownership concepts with all levels of the organization.
• Ability to use the sales process to uncover customer objections/concerns, and determine appropriate solutions.
• Process discipline, ability to align planning goals with a pipeline development process to grow market revenue.
• Ability to be in the field within the Richmond area four to five days a week.

#LI-LB1

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex (including pregnancy), national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, protected veteran status or any other protected characteristic under federal,…