Strategic Accounts Regional Director

BUILD A BETTER CAREER WITH MSC

Serving customers and our community starts with the best people doing their best work. That is precisely what we have created at MSC Industrial Supply Co. We are a leading North American distributor of metalworking and maintenance, repair, and operations (MRO), products and services. We offer more than 2 million products and have over 80 years of experience across dozens of industries.

We aim to execute our Built to Make You Better brand promise for all our stakeholders, including our associates.

Requisition  :19639

Employment Type :Full Time

Job Category :Sales

Work Location :Columbus, OH

BRIEF

POSITION SUMMARY:

The Regional Director, Strategic Accounts, is responsible for setting the vision and leading the strategy for teams managing and retaining select key accounts with portfolios greater than $250K in potential revenue. This role ensures profitable growth by driving customer analysis, shaping strategic account plans, and overseeing value realization across the portfolio. The Director provides enterprise-level direction to maximize account penetration and retention, ensuring measurable value through cost savings initiatives, continuous improvement reviews (CIRs), and solution optimization.

As a senior leader, the Director cultivates and sustains trusted executive relationships with customer C-suite and senior leaders in Operations, Supply Chain, Procurement, and Engineering, while also aligning MSC's internal resources to deliver consistent execution and adoption  addition, this role partners with senior Business Development leadership to shape late-stage deal strategies, accelerate closure, and ensure seamless onboarding. By aligning customer strategies with MSC's long-term growth objectives, the Director positions MSC's solutions as a differentiated and sustainable competitive advantage.

DUTIES AND RESPONSIBILITIES

• Define and drive the strategic direction for managing and retaining key account portfolios exceeding $250K in potential revenue, ensuring profitable growth, long-term enterprise customer success, and alignment with MSC's business objectives.
• Shape and oversee strategic account planning, leveraging advanced analytics and customer insights to identify opportunities for deeper penetration, multi-business unit expansion, and retention risk mitigation.
• Establish enterprise-wide account health standards, monitoring risks and guiding senior leaders in deploying interventions that protect revenue and strengthen relationships.
• Define negotiation and renewal strategies for complex or underperforming accounts, ensuring profitability, value realization, and alignment with MSC's long-term growth objectives.
• Ensure delivery of measurable enterprise value, including cost savings initiatives, solution optimization, and profitability that reinforce MSC's competitive positioning.
• Sponsor Quarterly Business Reviews (QBRs) and Continuous Improvement Reviews (CIRs) at the executive level, showcasing value creation, driving alignment on new growth opportunities, and serving as a customer advocate within MSC.
• Build and sustain trusted executive relationships with customer C-suite leaders and MSC's senior internal stakeholders ©across Operations, Supply Chain, Procurement, Engineering, Marketing, and IT.
• Collaborate with senior Business Development leadership and cross-functional teams to influence late-stage deal strategy, accelerate closure, and ensure enterprise-level onboarding success.
• Oversee customer onboarding frameworks, ensuring a seamless transition from sales to delivery, scalable adoption across sites and business units, and alignment with global account strategies.
• Provide leadership and direction to Strategic Account Managers and Strategic Development Consultants, establishing performance standards, succession planning, and talent development.
• Align organizational resources to customer priorities, driving consistency in execution while fostering a culture of accountability, collaboration, innovation, and continuous improvement.
• Champion the use of digital tools and platforms to enhance account management efficiency, customer engagement, and value delivery.

QUALIFICATIONS