National Accounts Manager/REMOTE

BRIEF POSITION SUMMARY :

The National Accounts Manager is responsible for the retention, development and on-going relationship of assigned National Accounts.

The expectation is to accomplish this through contract renewal, program enhancements to increase product penetration and sales, enact appropriate measures to ensure account meets company profitability standards and improve contract compliance with unsold locations.

May identify, close and develop new accounts that have requirements that can be served within the Company’s business model and profit objectives.

DUTIES and RESPONSIBILITIES :

• Conduct Executive Summaries with each assigned National Account in frequency determined by manager.
• Assists in the identification and qualification of large companies who, based on published criteria, qualify for National Account status.
• Holds primary pricing and profit responsibility for assigned National Accounts to include : establishing customer-specific pricing to ensure detailed line item profitability for assigned National Accounts;
• maintaining integrity of negotiated pricing platform at the ship-to level; monitoring of customer profitability through CPM analysis and periodic strategic lever review to ensure long-term profitability;

maintain current / active status of sales agreements for all new and assigned National Accounts.

• Develop specific boardroom type presentations, where applicable, to professionally identify needs and solutions.
• Develop price schedules that reflect total cost to serve with desired gross margin and operating profit.
• Maintain communications with the respective Field Management & Field Sales Core Organization.
• Conduct all activities in accordance with corporate compliance.
• Manages assigned National Accounts to maintain a long-term business partnership. Actions include developing multi-year contracts or agreements that differentiate the company from its competitors and the necessary actions and support to grow sales and profits.
• Establishes and maintains significant relationships with key customer personnel by making personal sales calls on all key buying influences and develop horizontal and vertical presence throughout each assigned National Account.
• Responsible for building, maintaining and growing the relationship at the corporate headquarters of assigned National Account customers, as well as on a local basis with respect to National Account operational sites that are considered Key Functional A sites.
• Obtain appointments with key decision maker(s).
• Presents the company as a MRO partner.
• Identify and develop plan to address potential customer's needs / issues.
• Secure contract or blanket purchase order.
• Coordination of field sales professional's efforts to secure and penetrate all locations of assigned National Accounts.
• Achievement of year-over-year target revenue growth rates.
• Periodically reaffirm to customers the value of the company as a supplier.
• Develops plans and coordinates (with Implementation Team along with Field Sales Management and Sales Professionals) all required activity to open operational sites of new and existing National Account customers;

to establish and maintain service to ensure account retention; and to penetrate operational sites through expanded product sales.

• Maintains detailed records of activity for all accounts that are being sold to or pursued.
• Develops and implements business plans and reports on the impact of assigned account responsibility.
• Assists the Accounts Receivable Department in collecting past due dollars.
• Coordinates bid process between customer and key company personnel for renewals as well as new business.
• Is responsible for coordinating in the opening of new locations (ship-to's) of National Accounts that are currently not being sold by the company.
• Submits in a timely manner, in the format requested, all reports required by management.
• Assists Field Management in organizational relationships.
• 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.

INDICATES ESSENTIAL DUTIES

To perform this job successfully an associate must be able to perform each essential duty satisfactorily. The requirements listed below are representative of knowledge, experience level and abilities required.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

EDUCATION and EXPERIENCE :

• Bachelor’s degree or equivalent experience is required.
• Minimum of 6-8 years outside sales experience selling to major corporations, or a minimum of 8-10 years demonstrated success in consultative problem-solving sales with multiple value-added components.
• Demonstrated successful experience with team selling and cross functional or matrix management structures.

SKILLS :

• Must possess excellent organizational skills, effective listening skills, high levels of presentation and negotiating skills and be able to communicate effectively in writing and verbally.
• Demonstrated ability to use personal productivity enhancing tools including laptops, spreadsheets, word processing, E-Mail and contact management software.
• Demonstrated ability to effectively interact with a wide range of disciplines within each customer from end user to procurement directors, financial directors, plant managers and corporate or group senior operating procurement managers.
• Must possess working knowledge of financial systems including balance sheets, income statements, capitalization, budgets and modeling.

Additional capability with inventory forecasting and management systems including pull through programs and general logistics concepts are desired.

• Must possess strong familiarity with technology tools designed to improve customer productivity and reduce operating expense including : Bar Coding, EDI, CMMS, Laptop Systems and Networks.
• Must possess the ability to design, develop and write reports, proposals and pricing requirements.
• Must have the ability and understanding to set sales plans, make forecasts and forecast profit margin trends.
• Must be proficient in Word, Excel, PowerPoint and IBM Notes.

OTHER REQUIREMENTS :

• A valid driver’s license and the ability to travel up to 60% of the time are required. Overnight travel is required.
• This position may require access to International Traffic in Arms Regulations Information ( ITAR ) and / or Controlled Unclassified Information ( CUI ).

Telework

Compensation starting at $85000 - $125000 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.