COVID-19 Vaccination Requirement: Due to our customers' commitment to enforce a healthy and safe workplace, this position requires that potential candidates be fully vaccinated against COVID-19.

Primary function:

To retain and penetrate multi-site accounts with the MRO potential of $500K-$19 million. Develop headquarters and site specific relationships to drive contract compliance, expansion and to ensure Grainger becomes the organization's primary MRO provider in both product and services.

This role will negotiate profitable agreements, ensure the implementation and compliance to agreements both with the customer and direct sales team and Grainger resources.

Principal Duties & Responsibilities:

Provide visible leadership and facilitation of the sales management process to create improved revenues and earnings for the Company.

Develop and implement programs and plans for the accomplishment of Company sales, GP and related services objectives.

Provide functional direction and personal involvement as required to support the direct sales and customer service teams in the planning, penetration and barrier removal within high potential sites.

Improve and/or maintain profitable growth with existing National Accounts

Develop/negotiate new agreements that position Grainger as the Primary or sole source MRO provider.

Evaluate, negotiate and direct the development, maintenance, or discontinuation of Customer agreements through the contract management process.

Develop and ensure the implementation of value-added programs and key measurements that align the customer's business objectives and our core value proposition.

Coach Field Sales Team members relative to the strategic and tactical implementation of customer specific market plans while providing feedback for their professional development.

Provide leadership in Change Management methodology throughout the customer's organization.

Create and maintain a strong relationship and communication plan with field and support management

Preferred Education & Experience:

Education

Post-secondary education

Experience

Proven Track record of 3+ years Sales Performance selling a structured value proposition

Demonstrated proficiency/competency in the following areas:

Drives Profitable Growth

Closes Through Logical Steps

Develops Knowledge of Grainger Solutions

Maximizes Contract Value By Owning Execution

Inspires Accountability and Teamwork

Prioritizes Work Through Logical Analysis

Negotiates Win-Win Solutions

Provides Structured Development of Account Strategies

Expansion Through Account Penetration

Makes Joint Calls

Grainger strives to be an employer of choice, to attract and retain top diverse talent, and to provide a safe and positive work environment for all of its team members. As part of Grainger hiring process, pre-employment background checks will be required for all external candidates. Internal candidates will be required to undergo a pre-employment background check when they move from a non-driving role to a driving role and/or a director role and above position.

In accordance with Performance Excellence guidelines, team members are encouraged to apply for positions closely matching their experience/background and that are aligned with their Individual Development Plan. Grainger is committed to the principles and practices of employment equity. We invite all qualified women and men, including persons with disabilities, visible minorities, and Aboriginal Peoples to apply for our career opportunities. Accommodations are available on request for all persons with disabilities taking part in the selection process.