Channel Development Director, Grainger

Job Details

Description

Justrite Safety Group is a growing family of industrial safety companies. Together we protect workers, workplaces, and the environment with a comprehensive range of industrial safety solutions.

All Justrite Safety Group portfolio companies are united by deep safety knowledge, long experience, and a commitment to protecting people, property, and the planet.

SUMMARY :

The Business Development Director, Grainger drives the sales results through the Grainger distribution account package. We have an opportunity with our National Sales Team for a Business Development Director, Grainger to provide dedicated management of the strategic commercial engagement programs with both Grainger and large end users that buy through them.

The ideal candidate will have the ability to drive corporate sales strategies coupled with a high level of energy and focus to execute the tactics supporting the sales strategies.

Success in this position requires exceptional consultative sales skills and the ability to thrive in a dynamic, team-focused environment.

RESPONSIBILITIES :

Develop strategies for JSG sales to and through Grainger and the key end user customer accounts that buy through Grainger.

Focus workflows for growth will include end user joint targeting (with Grainger) and cross sell expansion.

• Own the entire sales process and outcome with Grainger and large end users targets through Grainger.
• Drive end user sales and brand preference leveraging Grainger partners relationships with largest end users.
• Help develop and support customer facing sales plans that align with company KPI and customer targets.
• Work collaboratively with Business Unit sales teams, external Manufacture’s reps, inside sales and internal support teams to deploy growth programs through Grainger.
• Management presentation competencies to effectively present key insights to internal and external stakeholders.
• Suitable candidates will have expertise in :
• Deep history of successful sales through Grainger
• Joint sales calls
• End user program creation
• Distributor mind share activities
• End user targeting
• End user specification opportunities
• Achievement of sales volume to meet or exceed monthly, quarterly, and annual quota levels.
• Develop strategic presentations used in distributor and end customer settings.
• Identify strategic sales opportunities supported by category- and customer-driven insights.
• Stimulate a team approach across internal and external teams.
• Work collaboratively and proactively with sales leadership and HQ Account Manager to deliver upon sales objectives and deadlines.
• Manage and report individual and customer performance and market activity.
• Talented, resourceful individuals capable of progressing to greater responsibility and scope over time.
• Advanced computer proficiency Excel, Pivot tables, PowerPoint, Microsoft Word a plus
• Excellent written, oral and presentation skills.
• Excellent interpersonal skills to interface with the necessary internal and external stakeholders, building solid relationships and achieving brand sales goals.
• Strategic and proactive thinking to develop sales strategies and translate into critical objectives.
• Data analysis skills to monitor customer performance in category and develop strategies to close gaps and increase sales.
• Prepare reporting and analysis of key metrics, including pipeline, new prospects, and existing partnerships.
• Conduct data analysis on business models in use and identify areas of opportunity for enhancing future versions of the business model(s)

REQUIREMENTS :

• Excellent written and verbal communication skills.
• Able to develop and execute account plans aligned with distributor and end user needs.
• Demonstrated ability to initiate, negotiate and close agreements with large accounts and maintain relationships at all levels;

proven understanding of go-to-market strategies.

• Excellent business management skills including forecast accuracy and pipeline development.
• Excellent independent multi-task planning, product development and organization skills.
• Demonstrated ability to display and thrive in a culture of excellence and accountability.
• Must be able to travel overnight 60% or more.
• Proficient in MS Office products and SalesForce.com or similar CRM.
• 4-year degree preferred.
• Must have a minimum of 7 years sales experience.

BENEFITS :

We offer excellent comprehensive benefits that include :

• Medical, Dental & Vision benefits
• Health Care Savings Accounts and Flexible Spending Accounts
• Paid time off including vacation & personal time
• 401K with company match. Both pretax and Roth options available
• Company paid Short Term Disability
• Company paid Long Term Disability
• Company paid Employee Assistance Program
• Employee Wellness Program

LI-KW1

Qualifications

Skills

Behaviors

Motivations

Education

Experience

Licenses & Certifications