Regional Sales Manager - OEM

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  : 19464

Employment Type

:
Full Time

Job Category :
Sales

Work Location :
Grand Rapids, MI

The Regional Sales Manager (RSM) works to improve AIS's customer position and achieve financial growth in medium and large manufacturing customers (with potential of >$250,000). The RSM aligns with AIS's long-term strategic goals, builds key customer relationships, identifies incremental business opportunities, increases share of wallet, negotiates and closes business deals, and maintains extensive knowledge of current market conditions. The RSM will collaborate with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue and profit.

To achieve this, they need to identify unmet needs within their existing customers where AIS's value proposition should be implemented for recognized benefit. The RSM will be required to network within the customer's organization to meet with influencers to add both direct and indirect material where AIS's solutions can be applied. Success in this role is defined by increasing “Share of Wallet” within existing customers.

• Responsible for identifying, pursuing, and transitioning incremental programs and/or parts to AIS within the existing account package.

• Applies extensive solutions, product, financial, and market knowledge to sell accounts.

• Maintains highly accurate and complete funnel analytics demonstrating strategic ownership of business and identifying a plan to achieve growth within the account base.

• Ensures accurate and current management of content in funnel, win/loss, launch status, CRM, and other platforms for communicating business resource needs to the organization.

• Contacts appropriate management levels and decision makers within prospect organizations to propose and secure new business, leveraging insight-selling concepts, tools, and value-proposition content.

• Negotiates pricing and terms within accounts to ensure maximum revenue and profit from new business, including terms and conditions that minimize company risk.

• Prepares detailed financial models forecasting account performance over the life of the agreement.

• Communicates financial performance expectations across leadership teams.

• Develops and communicates all aspects of newly signed business to department resources (Inside Sales Team, Operations, etc.), field sales (SVP, Directors, etc.), and company teams (legal, supply chain, e-commerce, sourcing, VMI where applicable) to ensure rapid and complete penetration and revenue growth of incremental business.

• Demonstrates superior communication and negotiation skills to align business goals across functional teams.

• Submits all required sales and expense reports to management in a timely manner; proactively entertains in assigned accounts when pre-approved.

• Manages travel and entertainment to meet assigned budgets; utilizes phone, webcast, and on-site visits efficiently to establish regular cadence with field leadership and large customer/prospect sites.

• Learns and fosters the AIS culture in the department and throughout the company to ensure unity of purpose and fulfillment of AIS's mission.

• Clearly demonstrates a can-do attitude in supporting new initiatives and programs designed to meet customer needs. Uses a proactive problem‑solving approach to overcome obstacles for customer compliance, growth, and profitability.

• Communicates collaboratively with cross‑functional teams.

• Drives the MSC culture in the department and throughout the company to ensure fulfillment of MSC's vision and unity of purpose.

• Participates in special…