Enterprise Business Development Executive

BRIEF POSITION SUMMARY :

The Enterprise Business Development Director will be responsible for directing the business development sales team to ensure that they deliver ultimate profitable sales growth.

The Enterprise Business Development Director will oversee the business development teams daily sales activity, meets with major clients, draws up sales reports, and designs new and more effective sales strategies.

The Enterprise Business Development Director should be able to build world class key relationships with CFOs, CEOs, CIOs, CMOs, Vice Presidents, and Presidents to enable and guide them to leverage MSC as their Industrial Supply solution.

DUTIES AND RESPONSIBILITIES

Directs Enterprise New Business Development Team to achieve incremental sales and contribution margin growth goals across National account prospects and newly signed accounts.

Proactively anticipates business changes and targets additional prospects to meet annual budget.

Prepares detailed financial models forecasting new account performance over life of agreement. Communicate financial performance expectations across leadership teams.

Document and communicate any changes in forecast vs. actual sales and contribution margin on a regular basis across leadership teams.

Drives appropriate adjustments to meet planned objectives.

• Aligns new business team members’ activities to meet customer strategic initiatives balanced against the needs of MSC shareholders.
• Conducts regular new business team meetings as needed to align resources and sales efforts. Establishes clear objectives for new business prospect and documents progress toward objectives on a regular basis.

Drives new contracts as needed to support selling cycle while meeting annual multi- million-dollar growth objectives.

• Prepare and deliver high level financial and value proposition-based presentations. Plans and effectively leads complex contract negotiations at C level with business prospects.
• Establishes enterprise level (executive and director) relationships. Anticipates changes in customer behaviors or business needs at a strategic level.
• Establishes ideal customer profile criteria in line with customer segmentation strategies. Effectively manages and communicates funnel of opportunities and forecasts revenue and profit contributions accordingly.
• Presents new business updates and strategies regularly to Sr. level leadership within the organization. Leads and represents Business Development leadership on critical and strategic cross functional initiatives.
• Proactively aligns implementation and field leadership teams to position for optimized new business penetration while exceeding time to profit expectations.
• Builds strong cross functional working relationships inclusive of BU’s, legal, supply chain, ecommerce, senior executives, finance, sourcing, data analytics, sales operations, field sales, product management, and Senior National Account management for all segments.
• Directs the development of solutions and processes to existing problems and looks towards the future to anticipate potential problems.
• Develops associates to meet and exceed performance objectives. Effectively coaches and mentors associates on career path, development opportunities and any required corrective actions.

Fosters a team environment for all Business Development Team members.

• Understands and interprets organization goals and initiatives so that priorities can be balanced, and timelines established in a cost-effective manner.
• Supports development of appropriate training and collateral material.
• Performs all duties inherent in the role of MSC Director as defined by the MSC Code of Conduct including hiring, termination, review, and development of associates.
• Drives the MSC Culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC’s Mission.
• Participates in special projects and performs additional duties as required. 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.

QUALIFICATIONS

What You Need :

• A bachelor’s degree in business or the equivalent is required.
• Minimum of 10 years industrial / manufacturing / distributing sales experience required.
• Minimum of 10 years sales management experience required.
• Minimum 5 years National Account sales management experience preferred.
• Experience with large account sales process and / or large account penetration, negotiation, management and maintenance techniques is required.

Bonus Points If You Have :

Outstanding track of success leading the selling efforts into new large enterprise prospects Ability to read and communicate understanding of customer financial statements.

Customize presentations using financial models to drive compliance and customer behavior.

• This role requires superior communication and negotiation skills to align business goals across functional teams.
• Excellent sales, negotiation, and team building skills and techniques are required.
• Computer literacy and proficiency in word processing, spreadsheet, 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 3 5-year financial models.
• Excellent negotiation, analytical, organizational, oral and written communication skills are also required.
• Extensive travel is required.

Other Requirements :

• A valid driver’s license may be required.
• This position may require access to International Traffic in Arms Regulations Information ( ITAR ) and / or Controlled Unclassified Information ( CUI ) - *if needed for specific orgs / roles*.

Compensation starting at $130200 - $204600 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.