Enterprise Accounts Executive

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

Employment Type:

Full Time

Job Category:
Sales

Work Location:

Remote

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…