[Hiring] MRO Sales Manager @Armstrong World Industries

Role Description

As a MRO Sales Manager focused on the MRO channel, you will be the go-to expert for Armstrong World Industries’ ceiling solutions, driving growth through strategic collaboration with Grainger’s sales teams. Your mission is to empower Grainger sellers, deliver exceptional value to shared customers, and position Armstrong as the preferred ceiling solution provider across all key verticals including Commercial, Manufacturing, Government, and Healthcare.

This role is ideal for a customer-obsessed sales specialist with deep MRO industry knowledge, a strong understanding of Grainger’s go-to-market strategy, and a passion for enabling distributor success. You will report directly to the MRO Sales Manager.

What You’ll Do

• Drive Growth Through Partnership: Execute Armstrong’s sales strategy within a multi-state territory by building strong, trust-based relationships with Grainger Sales Leadership and Account Managers. Align on shared goals and execute joint business plans that drive revenue, margin, and market share.
• Enable Grainger Sellers: Serve as a category expert and trusted advisor, delivering impactful product training, sales enablement tools, and technical support to help Grainger teams confidently position Armstrong solutions.
• Deliver Customer-Centric Solutions: Collaborate with Grainger to identify and close new business opportunities, by uncovering customer needs and delivering tailored ceiling replacement and upgrade solutions.
• Execute with Excellence: Own territory performance and deliver results aligned with Armstrong’s KPIs—product promotions, pricing, gross margin, and market share—while managing expenses within policy.
• Leverage Data to Drive Action: Use customer COGS data, Salesforce insights, and internal reporting to identify trends, optimize performance, and uncover new opportunities.
• Create Demand at the Facility Level: Partner with Grainger Account Managers to conduct facility assessments, identify ceiling replacement needs, and develop compelling findings reports that drive pull-through demand.
• Promote Accountability and Follow-Through: Implement structured follow-up strategies to ensure execution of recommended upgrades and track progress toward sales goals.
• Champion the Customer Experience: Understand the unique challenges of each facility and deliver solutions that improve aesthetics, acoustics, and performance—enhancing the environments where people work, heal, and learn.

Qualifications

• High School diploma or GED required.
• 3-5 years’ Outside Sales Experience – preferred.
• 5+ years’ Customer facing role – preferred.
• 3-5 years’ experience MRO/Distribution industry with an industry leading organization– preferred.

Requirements

• Proven success in channel sales, preferably with Grainger or other MRO distributors.
• Deep understanding of MRO industry dynamics and facility maintenance needs.
• Strong leadership, communication, and relationship-building skills.
• Experience using Salesforce.com and leveraging data to drive decisions.
• Ability to travel up to 60% within assigned territory: MT, WY, ND, SD, NE, MN, IA, WI, IL.

Benefits

• A benefits package including: medical, dental, prescription drug, life insurance, 401k match, long-term disability coverage, vacation and sick time, product discount programs, and many more.
• Personal development to grow your career with us based on your strengths and interests.
• A working culture that balances individual achievement with teamwork and collaboration.