National Account Manager - Grainger - Remote

Stanley Black & Decker, Inc.•Illinois USA - Remote, IL

2d•$105,000 - $169,100•Remote

About The Position

This role is responsible for working with Grainger and Top End User Customers that buy from Grainger within the National Account space. The candidate will work directly with Grainger’s leadership, their Field Sellers and Grainger’s largest National Account End Users Nationwide. The ideal candidate will take full ownership of the Sales Cycle which includes building, maintaining and developing relationships, creating presentations & delivering content, forecasting POS review and promotional planning. The candidate will be expected to continuously review/understand the competitive landscape in order to assist with our strategic planning and overall national account management.

Requirements

Bachelor’s degree in Business Management, Marketing or related fields
5+ years’ experience in Sales or Marketing focused in the Construction and Industrial channels
Prior Sales management and key account experience
Excellent platform skills; feel comfortable presenting and speaking in front of large audiences
Proficient in Microsoft applications; Excel, Power Point, Word, Outlook
Strong ability to be flexible and adapt to change in business practices, market changes, etc
Strong interpersonal, negotiation, verbal and written communication, organization, and multitasking skills
Proven leader and team player with solid track record of success – ability to drive sales growth
Demonstrated time management skills, ability to set priorities is required
Valid Driver's License & clean driving record
Ability to work independently and cross-functionally at multiple levels within the business unit (e.g., Marketing, Product Management, Engineering, etc)
Willingness to travel (50%)

Nice To Haves

Event Marketing and Training

Responsibilities

Manage the largest and most complex End User Accounts which are National & sometimes Global in scope in the Industrial Space ($1M to $14M each in size)
Engage directly with a wide variety of key stakeholders including executive leadership at the c-suite level, understanding their strategic objectives, business priorities and where SBD products and capabilities can help support those goals and objectives Nationally
Owning the HQ from an End User standpoint, using data to uncover opportunities, site visits (Travel) to validate data, pilot our proposed solutions, establish CORE relationships, quantify findings, gain commitment/endorsements, work with Supplier Management to Forecast, Field Team to Execute, and finally exceed expectations by providing World-Class National Account Management
Execute Quarterly Business Reviews with Top National Account End User Customers, focusing on line extending in categories that we don’t have today and growing our share of wallet
Effectively Engage Grainger Leadership (Functional VP’s | Regional VP’s | Directors | Strategic Account Executives & National Account Managers) by Aligning our Value Proposition to their KPI's for an Undeniable Competitive Advantage (Sub Vertical Programming & Documented Value)
Utilization of External Reporting as a Compass/Guide - Working with Grainger to pull Item Purchase History/Spend Reports to understand where Grainger & SBD aren't winning (i.e. The Gaps & Opportunity Areas), where we need to reengage & for the ones that we've had success within the past, line extend
Review business with End User Customers on a monthly/quarterly basis to ensure growth targets are being achieved
Focus on Core End User Accounts that’ll drive the greatest impact and deliver results the quickest
Shorten Sales Cycle by aligning our solutions that fit the needs of the End User Customer | Customize programs/deals and time stamp it to create sense of urgency
Extensive Travel throughout the country visiting Top End User Accounts and key stakeholders, increasing frequency of touch and shortening the sales cycle through National Programming
Meet and Exceed POS Sales Goals Nationally
Drive conversions and sell-through across Grainger Nationally
Help to negotiate annual End User Agreements and or National Programs
Work with field regional sales directors, industrial account managers to gain understanding of national, regional and local needs
Support and communicate with field teams on a regular basis to provide support needed to grow in the field
Effectively manage Travel & Expense, Targeted Fund and Demo Tool Budget
Provide support to End Users on product training through educational and safety seminars
Work with SBD Sales and Marketing Teams to create and drive field programs and events to drive sales, educating end users on SBD product lines
Support Supplier Management Team and Channel to determine appropriate promotional strategy and New Product launches