Job Description

Company Overview

Grainger is a broad line, business-to-business distributor of maintenance, repair and operating (MRO) supplies and other related products and services. More than 3.2 million businesses and institutions worldwide rely on Grainger for products such as safety gloves, ladders, motors and janitorial supplies, along with services like inventory management and technical support. These customers represent a broad collection of industries including commercial, government, healthcare and manufacturing. They place orders online, on mobile devices, through sales representatives, over the phone and at local branches. Approximately 5,000 suppliers provide Grainger with more than 1.6 million products stocked in Graingers distribution centers and branches worldwide.

Position Description

Retain and penetrate multi-site accounts with the MRO potential of $20-$73 million. Develop headquarters and site specific relationships to drive contract compliance, expansion and to ensure Grainger becomes the organizations primary MRO provider in both product and services.

This role will negotiate profitable agreements, ensure the implementation and compliance to agreements both with the customer and field based sales resources and Grainger resources.

* Develop and implement programs and plans for the accomplishment of Company sales, GP and related services objectives.
* Provide functional direction and personal involvement as required to support the Field in the planning, penetration and barrier removal within high potential sites.
* Improve and/or 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, negotiate and direct the development, maintenance, or discontinuation of Account agreements through the contract management process.
* Develop and ensure the implementation value-added programs and key measurements that align the customers business objectives with our core value proposition.
* Provide visible leadership and facilitation of the sales management process to create improved revenues and earnings for the Company.
* Coach Field sales team members relative to the strategic and tactical 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 customers organization.

* Create and maintain a strong relationship plan with field and support management
* May leverage North America Sales platform to drive Cross Border agreements

Position Requirements:

Undergraduate Degree; MBA preferred.

Approximately 50-70% travel required.

Proven Track record of 5+ years Sales Performance selling a structured value proposition.

Proven Track record of 2+years selling at a regional or national level.

Demonstrated proficiency/competency in the following areas:

* Drives Profitable Growth
* Closes Through Logical Steps
* Develops Knowledge of Grainger Solutions
* Maximizes Contract Value By Owning Execution
* Inspires Accountability and Teamwork
* Prioritizes Work Through Logical Analysis
* Negotiates Win-Win Solutions
* Provides Structured Development
* Expansion Through Account Penetration
* Makes Joint
* Engages Others with a Project Approach

EEOC Statement

Grainger is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.