Natl Accounts Manager

MSC Industrial Direct-posted 10 months ago

$84,280 - $132,440/Yr

Full-time • Mid Level

Remote

Merchant Wholesalers, Durable Goods

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The National Account Manager (NAM) will be responsible for positioning the MSC solution as a strategic advantage for our customers and maximizing account penetration of the full total available market. Experience articulating business drivers, balance sheets and total cost of ownership concepts with executives and decision makers, as well as, expanding relationships with key executives and decision makers is critical. Ideal candidates must have excellent communication, collaboration, strategic planning, negotiation and listening skills. The NAM must have strong process discipline and the ability to build and execute strategic account plans by collaborating cross-functionally across the entire organization.

Responsible for revenue and gross margin growth targets through maximizing penetration across assigned large accounts with annual revenue potential exceeding $2 million per year.
Responsible to be the liaison between assigned National Accounts customers and MSC.
Deliver value and new product innovation to assigned National Accounts customers through solution design and implementation resulting in profitable growth and maximum account penetration.
Proactively anticipates business changes and implements new enterprise site locations as assigned to meet annual budget.
Responsible to build relationships at the executive level and be an expert in the customer's business, industry and future trends.
Responsible to build relationships internally across the MSC organization and be an expert in MSC's solutions, business systems and capabilities.
Responsible to build and execute strategic account plans for each assigned customer through collaboration and communication with Key Accounts, Business Development, Specialists, Category and Commercial Operations.
Responsible to follow MSC's sales process and MSC's sales methodology.
Responsible to negotiate and renew large enterprise contracts as assigned.
Prepare detailed financial models forecasting corporate and enterprise large account performance over life of agreement.
Communicate financial performance expectations across leadership teams.
Document and communicate any changes in forecast vs. actual sales on a regular basis across leadership teams.
Proactively renew accounts without RFP whenever possible.
Renegotiate contracts proactively for any non-compliant and or underperforming customers.
Responsible for contract performance and corrective active plans when commitments are not met based on contract terms.
Responsible to create and communicate clear objectives for each site location.
Track progress towards objectives and coach and collaborate with MSC associates to help them achieve the objectives.
Collaborates and communicates strategic account plan and tactical location plans with local Key Account Managers and Business Development Managers.
Aligns team members' activities to meet customer strategic initiatives balanced against the needs of MSC shareholders.
Work closely with local sales leadership teams to align resources and sales efforts.
Communicate, according to our Communication SOPs, to the sales and service teams strategic account plans, updates on contract performance, corrective actions, at-risk accounts and lost contracts.
Prepare and deliver financial based sales presentations.
Prepare and submit proactive unsolicited proposals to drive compliance toward MSC while aligning with customer business objectives.
Conducts formal business reviews (QBRs /CIRs) with assigned accounts on a quarterly basis or as needed.
Assure and maintain that field support models support customer cost reduction objectives.
Proactively maintain working relationships with field leadership and corporate customer support leadership as necessary to meet customer needs.
Work with field leadership to customize account coverage as needed to drive compliance to approved forecasted revenue thresholds.
Document and clearly communicate customer service level expectations and or shortfalls with field leadership team.
Corporate customer support relationships may include Legal, Supply Chain, e commerce, senior executive, Finance, Sourcing, Data Analytics, Project Management and Implementation teams.
Submits to management all required sales and expense reports in a timely manner.
Manage travel and entertainment to meet assigned budgets.
Utilizes phone, webcast and on-site visits efficiently to establish regular cadence with both the field leadership team and large customer/prospect site locations as assigned.
On-going regular participation in customer networking events or committees is expected.
Professional development training will be completed in a timely manner as assigned.
Learns and fosters the MSC culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC's mission.
Participates in special projects and performs additional duties as required.

A Bachelor's Degree in Business or the equivalent experience is required.
Minimum of 2 years industrial/manufacturing/distributing sales experience and direct account responsibility is required.
Demonstration of cultivating and maintaining relationship with customers' executives is required.
Experience with large account sales and/or large account penetration, negotiation, and maintenance techniques is required.
Ability to read and communicate understanding of customer financial statements.
Customize presentations using financial models to drive compliance and customer behavior.
Demonstrated ability to build relationships at the executive level.
Strong sales, negotiation, and team building skills and techniques are required.
Excellent collaboration skills required.
Computer literacy and proficiency in word processing, spreadsheet, SFDC, and presentation software is required.
Knowledge of e-business as it relates to national accounts is required.
Excellent oral and written communications skills are also required.
Demonstration of competitive spirit and ability to overcome obstacles to success.
Excellent ability to adapt to a changing environment quickly and effectively.
Proven pattern of success collaborating with business leaders with competing objectives or 'mind share'.
Strategic planning involving multiyear financial models.

Rewards and recognition for contributions.
Training and professional development opportunities.
Associate Inclusion Circles: Women, Pride, Black, Veterans, HOLA and DisABLEd.
A variety of benefits to support you and your family's health, well-being, and financial future.

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