Director, Gov't Accounts

Grainger Businesses • Farmington Hills, MI

46d • Hybrid

About The Position

W.W. Grainger, Inc., is a leading broad line distributor with operations primarily in North America, Japan and the United Kingdom. At Grainger, We Keep the World Working® by serving more than 4.5 million customers worldwide with products and solutions delivered through innovative technology and deep customer relationships. Known for its commitment to service and award-winning culture, the Company had 2024 revenue of $17.2 billion across its two business models. In the High-Touch Solutions segment, Grainger offers approximately 2 million maintenance, repair and operating (MRO) products and services, including technical support and inventory management. In the Endless Assortment segment, Zoro.com offers customers access to more than 14 million products, and MonotaRO.com offers more than 24 million products. For more information, visit www.grainger.com.

Reporting to the Vice President of Government Sales, the Director will lead the strategic selling and relationship effort with our largest public sector customers. You will provide sales leadership to a team comprised of Government Sales Managers (GSM's). You will work across departments to define the strategy and put solutions in place for multi-site public sector opportunities. You will also bring speed to revenue, offer productivity improvements and provide operations support.

Requirements

• Bachelor's Degree required
• 10+ years experience in sales management with a portion of that in the public sector required
• Prior leadership experience and skill in coaching and inspiring sales executives.
• Sales Management process that encompasses planning, forecasting, account penetration and pipeline review.
• Experience in facilitation across departments to manage the sales cycle from opportunity assessment through the contract management process and the subsequent implementation efforts.
• Complex contract negotiation experience with large government customers.
• Relationship management plan that leverages executive impact both within the customer's and our own organization.
• Resource management internal and external to the organizational that applies value-based solutions that deliver expected results.
• Communication and networking skills that optimize the messaging of our value proposition.
• Critical thinking skills that allow for strategy development through tactical implementation.

Nice To Haves

• Master's Degree MBA preferred

Responsibilities

• Lead Change:
• Expertise in anticipating change, planning for change, and leading others through change.
• Lead the region through contractual changes.
• Talent Management:
• Attract, identify, retain, and develop emerging talent.
• Assess, align, plan, and act on performance challenges with the leadership team.
• Experience developing people to assume greater responsibility and coaching team members for success
• Strategic Orientation:
• Develop a sound strategy to address market conditions using available facts.
• Communicate strategy to leaders and team members.
• Periodically, check and adjust the strategy to ensure sure adoption has taken place.
• Decision-making:
• Make decisions that consider all available facts.
• Willingness to ask for advice when needed.
• Influence throughout a matrixed organization and communicate different points of view.
• Continuous improvement:
• Understand available reporting to identify and address issues.
• Communicate problems, and initiate a plan to solve.
• Work with local teams to uncover potential problems and ensure root cause analysis is performed and actions are taken.
• Use continuous improvement to check and adjust change.
• Work Cross Functionally:
• Maintain a thoughtful understanding of all important aspects of our business from a sales and operations standpoint.
• Engage with all departments to work on common goals.
• Visionary Thinking/Organizational Awareness:
• Look at our future in the long-term.
• Address change in the market place to make us more relevant to the customer.
• Maintain a high level vision and trust it. Communicate the vision with passion and get people excited.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director