Work Location Type: Onsite
As a leading industrial distributor with operations primarily in North America, Japan and the United Kingdom, We Keep The World Working® by serving more than 4.5 million customers worldwide with products delivered through innovative technology and deep customer relationships. With 2023 sales of $16.5 billion, we're dedicated to providing value for customers, fostering an engaging culture for team members and driving strong financial results.
Our welcoming workplace enables you to learn, grow and make a difference by keeping businesses running and their people safe. As a 2024 Glassdoor Best Place to Work and a Great Place to Work-Certified™ company, we're looking for passionate people to join our team as we continue leading the industry over our next 100 years.
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Position Details:
Retain and penetrate multi-site accounts with the MRO potential of $20-$75 million. Develop headquarters and site-specific relationships to lead contract compliance, expansion and to ensure Grainger becomes the organizations primary MRO provider in both product and services.
You will negotiate profitable agreements, ensure the implementation and compliance to agreements both with the customer and field-based sales resources and Grainger resources. You will report to the Director, National Accounts Manager.
You Will:
- Develop and implement programs and plans for the accomplishment of Company sales, GP and related services objectives.
- Provide functional direction and personal involvement to support the Field in the planning, penetration and barrier removal within sites.
- Maintain rate of growth with existing National Accounts and develop/negotiate new agreements that position Grainger as the Primary or sole source MRO provider.
- Evaluate the development, or discontinuation of Account agreements through the contract management process.
- Develop and ensure the implementation of value-added programs and important measurements that align the customer's business objectives with our core value proposition.
- Provide visible leadership and facilitation of the sales management process to create improved revenues and earnings.
- Coach Field sales team members relative to the strategic implementation of customer specific market plans, while providing feedback for their professional development.
- Provide leadership in Change Management methodology within the company and throughout the customer's organization.
- Maintain a relationship plan with field and support management.
- Use North America Sales platform to lead Cross Border agreements.
- Approximately 50-70% travel required.
You Have:
Undergraduate Degree; MBA preferred
Experience 5+ years Sales Performance selling a structured value proposition.
Experience 2+years selling at a regional or national level.
Demonstrated proficiency/competency:
- Drive Profitable Growth
- Close Through Logical Steps
- Develop Knowledge of Grainger Solutions
- Maximize Contract Value By Owning Execution
- Inspire Accountability and Teamwork
- Prioritize Work Through Logical Analysis
- Negotiate Win-Win Solutions
- Provide Structured Development
- Expansion Through Account Penetration
- Engage Others with a Project Approach
Rewards and Benefits:
With benefits starting day one, Grainger is committed to your safety, health and wellbeing. Our programs provide choice to meet our team members' individual needs. Check out some of the rewards available to you at Grainger.
- Paid time off (PTO) days and 6 company holidays per year
- Benefits starting on day one, including medical, dental vision and life insurance
- 6% 401(k) company contribution each pay period with no personal contribution required
- Employee discounts, parental leave, tuition reimbursement, student loan refinancing, free access to financial counseling, education and more.
We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.
We are committed to fostering an inclusive, accessible environment that includes both providing reasonable accommodations to individuals with disabilities during the application and hiring process as well as throughout the course of one's employment. With this in mind, should you need a reasonable accommodation during the application and selection process, please advise us so that we can provide appropriate assistance.