National Accounts Manager jobs in Grand Rapids, MI

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Requisition ID :15313

Employment Type :Full Time

Job Category :Sales / Business Development

Work Location :Grand Rapids, MI

State or Province :Michigan (US-MI)

BRIEF POSITION SUMMARY: The National Accounts Team Manager will be responsible for directing the NAM (National Account Manager) team to ensure that they deliver ultimate profitable sales growth. The National Account Team Manager oversees the National Account Manager’s daily sales activity, meets with major clients, negotiates contracts and business terms, draws up sales reports, and designs new and more effective sales strategies.

 

DUTIES and RESPONSIBILITIES:

• Leads team of National Account Managers in all phases of national account program.  Responsible to hire, train and develop future NATMs.
• Establishes clear and concise development programs for all associates to help them obtain their professional goals.  This includes individual contributors, management candidates or others who desire to pursue other career opportunities within MSC.
• Responsible for team sales and contribution margin growth as budgeted annually.  Proactively anticipates business changes and implements additional incremental growth programs as needed to surpass annual budgets for sales and contribution margin growth. Team portfolio range from $150 million to $350 million dollars. 
• Drives all MSC strategic initiatives for sales and contribution margin growth.  Targets and aligns internal resources with targeted growth industry segments and customers. 
• Leads by example in ever changing business climate while adapting quickly to new challenges and communicates effectively across all team members. 
• Establish executive and director level relationships in top team accounts with potential over $3 million dollars annually.  Includes travel to customers HQ locations which typically are in 7-10 states and have major locations nationally.
• Monitors customer satisfaction levels on a monthly basis for anticipated changes in customer business requirements. 
• Prepares and delivers high level financial based sales presentations. 
• Renews customer agreements without RFP whenever possible. Negotiates and renew enterprise national account contracts. 
• Holds team accountable for maintaining consistent call pattern or cadence across large site and HQ locations.
• Proactively maintains working relationship with field leadership team to align resources needed to meet customer needs.  Specifically communicates resources needed to drive high compliant contracts.
• Effectively balance MSC best interest in terms and conditions against customer requirements.  Prepare detailed financial models documenting customer performance over the life of an agreement. Communicate financial performance expectations and shortfalls across leadership teams.  Takes initiative to renegotiate agreements with underperforming customers.
• Represents national accounts in e-business cross-functional initiatives.
• Establishes and maintains a working relationship with key MSC Marketing, Product, and Accounting department associates to keep abreast of current and new products/services.
• Provides management with all required sales and expense reports.
• Develops a departmental budget and ensures adherence to budget.
• Supports and emphasizes a positive relationship between National Account Managers and MSC field leadership, corporate support liaisons and other MSC associates. 
• Work closely with MSC sales leadership and Human Relations Business Partner to hold associates accountable to meet or surpass performance expectations. 
• Provides training and support as needed to position associates for success. 
• Documents consistent under performance below job expectations on a regular basis and changes in behavior needed to drive associate success. 
• Take corrective action up and including termination for associates consistently performing below expectations. 
• Performs all duties inherent in the role of MSC Manager as defined by the MSC Code of Conduct including hiring, termination, review, and development of associates.
• Fosters the MSC Culture in the department and throughout the company to ensure fulfillment of MSC’s vision and unity of purpose.
• Participation in special projects and performs additional duties as required

EDUCATION and EXPERIENCE:

• A Bachelor’s Degree in Business preferred or equivalent experience.
• Five years sales experience negotiating national account agreements and building financial based proposals preferred or equivalent experience.
• Five years management experience leading national account teams or proven MSC experience leading cross functional teams multiple times, while continuously accomplishing team goals. (i.e. Team building skills, leading projects, leadership development program, and mentor/coach others).
• Five years of demonstrating progressive growth in job competences and responsibilities.
• Proven track record of successfully achieving sales targets.

SKILLS:

• Leadership change agent.  Quickly adapts and leads others thru changes in business environment.
• Superior sales coach.  Quickly analyzes associates selling strengths and weaknesses. 
• Excellent presentation and communication skills are required.  Leads by example.
• Strong track record of developing individual contributors and future leaders.  Previous involvement in mentorship and protégé programs is helpful.
• Thrives in a competitive leadership role.  Proven pattern of success in past accomplishments.
• Leadership style rewards success and holds associates accountable for performance
• Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required. 
• Substantial knowledge of e-business as it relates to national accounts is required. 
• Strong finance and business acumen.  Significant experience with financial based business proposals is a must.

OTHER REQUIREMENTS:

• A valid driver’s license and the ability to travel up to 50% of the time may be required.
• This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”).

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, training and professional development opportunities, Associate Inclusion Circles: Women, Pride, Black, Veterans, HOLA and DisABLEd as well as a variety of benefits to support you and your family's health, well-being, and financial future. If you are inspired to learn, take risks, and succeed as a team, you can build a better career at MSC.

Equal Opportunity Statement: At MSC, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all qualified applicants and our associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation, gender identity/expression or any category protected by applicable law. By applying to this job you agree to the Application and Acknowledgment Declaration terms. Click HERE to review.

About the Company:
MSC