Director – National Accounts
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Job Description
Grainger national accounts director leading MRO solutions for complex IFM and Hospitality customers. Developing contract strategy, major-account processes, and multi-site opportunities across the Western United States.
Responsibilities:
- Develop and provide overall leadership for the National account program
- Define contract strategy and implement organizational solutions for multi-site opportunities with third-party contracts in the Integrated Facility Management and Hospitality market segments
- Drive speed to revenue, offer productivity improvements, and provide operations support to field leadership
- Create a business case for infrastructure supporting sales and sales leadership with multi-site opportunities
- Identify requirements and develop business cases for large, complex multi-site opportunities
- Work with field leadership to deliver at least 10 large annual customer opportunities, including deal negotiation, resource allocation, and implementation
- Analyze business trends and emerging market segments to identify product solution opportunities with key suppliers
- Design and implement a simplified major account process and customized training for DSMs
- Identify target customers and overall market opportunities with Sales Effectiveness and Marketing
- Establish processes for distributing, communicating, and analyzing National Account performance
- Drive customer accountability through monthly review of key account metrics and supporting processes
- Develop requirements for a customer database capturing LOU information and customer profiles
- Develop short- and long-term reporting and analysis tools
Requirements:
- Bachelor's Degree required
- Master's Degree preferred
- 10+ years of experience in sales
- Previous management experience required
- Ability to develop and implement strategy for customer segments and specific accounts
- Strong general management skills, including process management and financial management
- Ability to grasp and learn complex concepts quickly and independently
- Relationship management plan leveraging executive impact
- Responsibility for a territory primarily within the Western half of the United States
- 50% travel required
Benefits:
- Medical, dental, vision, and life insurance plans starting on day one
- 6 free sessions each year with a licensed therapist
- 18 paid time off (PTO) days annually for full-time employees
- 6 company holidays per year
- 6% company contribution to a 401(k) Retirement Savings Plan each pay period, with no employee contribution required
- Employee discounts
- Tuition reimbursement
- Student loan refinancing
- Free access to financial counseling, education, and tools
- Maternity support programs
- Nursing benefits
- Up to 14 weeks paid leave for birth parents
- Up to 4 weeks paid leave for non-birth parents
- Incentive target eligibility based on individual and company performance objectives
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