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Nat'l Accounts Manager

4 months ago

Nashville, Tennessee, United States msc Full time
Built to Make You Better.
Serving customer and community starts with the very best people doing their very best work. That is precisely what we have here at MSC. If you are inspired to learn, expand your circle, take risks, and succeed as a team, you can build a better career at MSC.

Requisition ID :15265

Employment Type :Full Time

Grade :Sales 16

Job Category :Sales / Business Development

Work Location :Detroit, MI

State or Province :Michigan (US-MI)

BRIEF POSITION SUMMARY: 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.

DUTIES and RESPONSIBILITIES:
  • 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. Portfolio value ranges from $10 million to $25 million.
  • 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. Documentation of the sales process and sales methodology is required in CRM.
  • 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 to support corporate and large account locations as assigned.
  • Aligns team members' activities to meet customer strategic initiatives balanced against the needs of MSC shareholders. Works 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 to address the latest customer business objectives along with implementation timeline(s).
  • 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.
  • This role requires excellent communication, collaboration, strategic planning, negotiation, and listening skills to align business goals across functional teams.
  • Submits to management all required sales and expense reports in a timely manner. Pro-actively entertain in assigned accounts where pre-approved.
  • 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.
  • Cleary demonstrates can-do attitude toward supporting new initiatives and programs designed to meet customer needs. Proactive problem-solving approach as necessary to overcome obstacles for customer compliance, growth and profitability.
  • Participates in special projects and performs additional duties as required.
INDICATES ESSENTIAL DUTIES

To perform this job successfully an associate must be able to perform each essential duty

Satisfactorily. The requirements listed below are representative of knowledge, experience level and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

EDUCATION and EXPERIENCE:
  • 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.
SKILLS:
  • 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
MISCELLANEOUS:
  • A valid driver's license and the ability to travel extensively up to 50-60% is required.
  • This position may require access to International Traffic in Arms Regulations Information ("ITAR") and/or Controlled Unclassified Information ("CUI").
Compensation starting at $89,
$ 140,723.00 depending on experience.

The salary range represented is based on similar roles in comparable industries, and the cost of labor in respective cities. Actual compensation is based on the candidate's relevant experience, education requirements and peer pay equity. The Company reserves the right to modify the range as market conditions change.

Why MSC? People. Collaboration. Insight. That's how you build something that works. Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 75+ years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply chain solutions. We care about our associates and have programs in place to help our 6,500+ team members achieve their potential.

When you join our team, you will receive rewards and recognition for your contributions . click apply for full job details