Job Description
Work Location Type: Hybrid
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. 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 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.
Position Summary:
To retain and penetrate multi-site accounts with the MRO potential of $500K-$19 million. Develop headquarters and site-specific relationships to drive contract compliance, expansion and to ensure Grainger becomes the organization’s 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 direct sales team and Grainger resources.
Job Responsibilities (You Will):
- Provide visible leadership and facilitation of the sales management process to create improved revenues and earnings for the Company.
- 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 direct sales and customer service teams in the planning, penetration and barrier removal within high potential sites.
- Improve and/or maintain profitable growth with existing National Accounts
- 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 Customer agreements through the contract management process.
- Develop and ensure the implementation of value-added programs and key measurements that align the customer’s business objectives and our core value proposition.
- 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 throughout the customer’s organization.
- Create and maintain a strong relationship and communication plan with field and support management
Education/Experience (You Have):
- Post-secondary education
- Proven Track record of 3+ years Sales Performance selling a structured value proposition
- 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 of Account Strategies
- Expansion Through Account Penetration
- Makes Joint Calls
This role may require you to attend our customers’ sites and to adhere to safety requirements in accordance with applicable health and safety legislation, as it relates to wearing personal protective equipment (PPE) on certain customer sites. This may include: a hard hat; steel-toed safety boots, clean shaven or trimmed moustache/beard in order to wear a close-fitted N95 mask or other required PPE. Details of these requirements will be provided during the recruitment process.
Some customers may have alcohol and drug screening policies for on-site contractors and vendors. You may be required to submit to such customer screening procedures as and when requested as a condition of being permitted on such sites.
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Rewards and Benefits:
Our programs provide choice and flexibility to meet your individual needs. Check out some of the benefits available to you with Grainger (may vary based on hours worked):
Our programs provide choice and flexibility to meet your individual needs. Check out some of the benefits available to you with Grainger (may vary based on hours worked):
- Medical, dental, vision and prescription drug coverage
- Paid time off (PTO) and up to 12 company holidays per year (dependent on home province)
- Life insurance coverage, including spousal and dependent life insurance.
- Employee Family Assistance Program to help team members with physical, emotional, mental, financial and other concerns
- Registered Retirement Savings Plan & Defined Contribution Pension Plan to help you save for your financial future
- Educational & Professional Membership Fee Assistance program
- Employee discounts, team member perks and more!
DEI Statement
We encourage you to apply even if your experience doesn't perfectly match this job post as you may still be the right candidate for this role or others. We aspire to create a culture where everyone is comfortable being who they are, can learn and grow to realize their full potential, and is recognized and rewarded for their impact.
We are proud to be an equal opportunity workplace. All qualified applicants are considered for employment without regard to race, religion, sex, sexual orientation, gender identity, national origin, age, or disability. Should you need a reasonable accommodation during the application and selection process, please advise us so we can provide appropriate assistance.
Pre-employment background checks are required for all external candidates. Internal candidates undergo a background check when they move from a non-driving role to a driving role.
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