Job Posting Title
Government Sales Manager - Arizona/Nevada
US-NV, LAS VEGAS
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.
The purpose of the Government Sales Manager is to provide both corporate and site specific account relationship development at large, multi-site strategic Government accounts. These accounts will generally represent current sales greater than $1M and over $5M in potential. This includes initiating the relationship (new account development), developing existing accounts (account penetration), and managing accounts (maintaining and enhancing account relationships).
Negotiate, implement and ensure compliance to agreements with strategic accounts. Develop, expand, and maintain agreements that deliver strong revenue growth within our value proposition while improving profitability.
Develop and implement programs and plans for the accomplishment of Grainger sales 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 within existing government 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.
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 Grainger's value proposition.
Provide visible leadership and facilitation of the sales management process to create improved revenues and earnings.
Coach Government Account Managers 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 customer’s organization.
Create and maintain a strong relationship plan with field and support management.
Previous experience within state or local government, or experience selling to state or local government, is required. Undergraduate degree desired, but not required (or equivalent business experience). MBA preferred.
Minimum 5-7 years of experience selling a structured value proposition.
Demonstrated achievement in the following skill and competency areas:
• Opportunity Assessment
• Financial and Market Analysis
• Organizational Networking
• Commodity Management
• Resource Management
• Project Management
• Team Selling
• Team Building
• Change Management
• Planning and Forecasting
• Sales Management Process
Demonstrated ability to drive results within necessary timelines.
Grainger is an equal opportunity employer.