Strategic Accounts Executive
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Job Description
Strategic Accounts Executive focusing on US-centric large corporate accounts within MRO. Leading contract compliance, negotiation, and multi-year business plans.
Responsibilities:
- Retain and penetrate the US-centric business of large global corporate accounts with the MRO potential of $25 - $100 million or greater.
- Develop headquarters and site-specific relationships to lead contract compliance, expansion and to ensure Grainger becomes the organizations primary MRO provide in both product and services.
- Negotiate profitable business, ensure the implementation and compliance to agreements both with the customer and field-based sales resources and Grainger resources.
- Develop and implement multi-year business plans for the accomplishment of Company sales, GP and related services objectives.
- Manage relationship plan with field and corporate leadership.
- Maintain C-suite client relationships.
- 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 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.
- Informally lead by coaching Account Managers 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.
- Utilize CI methodology/practices to improve customer/company practices.
Requirements:
- Bachelor's Degree required
- 10+ years Sales Performance selling a structured value proposition required
- 5+ years selling at a national level required
- Experience leading/managing sales teams.
- Demonstrated proficiency/competency in the following areas:
- Increase Profitable Growth
- Close Through Logical Steps
- Develop Knowledge of Grainger Solutions
- Maximize Contract Value By Managing 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
- Politically Astute
Benefits:
- Medical, dental, vision, and life insurance plans with coverage starting on day one of employment and 6 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 6 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.
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