Job Posting Title
Major Account Manager - Central Region (Virtual Office)
Grainger is a global leading broad line supplier of facilities maintenance products serving businesses and institutions.
Our 18,000 employees are driven to serve customers and the community in exceptional ways focusing on delivering the highest level of service. The Grainger team works closely with customers to better understand their challenges and provide cost-saving solutions. Grainger's employees serve customers more than 115,000 times every day through multiple channels. As part of a high-performing team, you’ll be able to develop your talents, and make a difference. Grainger is a Fortune 500 company and a perennial member of Fortune magazine's Most Admired Companies list.
To acquire, negotiate, develop and grow major accounts within large multi-site strategic accounts that deliver strong revenue growth within our value proposition while improving profitability. These accounts will generally represent expected sales greater than $500K and greater than $5M in potential.
# Major Account Program and relationship development within multi-site strategic accounts.
# These accounts will generally represent expected sales greater than $500K and greater than $5M in potential.
# To negotiate, implement, and ensure compliance to agreements with major accounts. To develop, expand, and maintain agreements that deliver strong revenue growth within our value proposition while improving profitability.
# Negotiate significant profitable opportunities both with new and existing strategic customers for Grainger Industrial supply.
# Develop and implement value-added programs and key measurements that align the customer’s business objectives with our value proposition.
# Provide functional direction and personal involvement as required to support the Field and Branch Services in the planning, penetration and barrier removal within high potential sites.
# Improve and/or maintain rate of growth with existing Major Accounts and develop new agreements with targeted high potential new accounts.
# Evaluate, negotiate and direct the development, maintenance, or discontinuation of Account agreements through the contract management process.
# Work cross functionally with internal business partners to support customer business objectives and achieve revenue targets. (i.e. field sales, sales management, sales support, marketing, branch services, etc.)
# Coordinate all customer implementation activities for the emerging markets, assist in LOU rationalization and implementation of large opportunities that cross either regional or functional boundaries
# Serves as a deal coach and subject matter expert to Field Sales organization for deal assessment, deal formation, and new business development.
# Undergraduate degree
# Minimum 5-7 years of experience selling a structured value proposition.
# Demonstrated ability to drive results within necessary timelines
# Demonstrated ability to drive results through others
# Grainger experience preferred (navigating legal, large quotes, cross-referencing, inventory solutions, etc.)
# Demonstrated achievement in the following skill and competency areas: Strategic Orientation, Executive Relationship Management, Balanced Decision Making/Critical Thinking Skills, Leadership Courage/Conflict Management, Problem Solving and Analysis, Prudent Risk Taker, Develops Strategic Partnerships, Systemic Thinking, Financial Acumen, Influence without Authority.
Grainger is an equal opportunity employer