Employment Type: Full-Time
Industry: Non-Executive Management
Build a better career with MSC. Serving customer and community starts with the very best people doing their very best work. That is precisely what we have at MSC Industrial Supply Co., a leading North American distributor of metalworking and maintenance, repair, and operations (MRO) products and services. Watch HERE to find out why you should work at MSC and join us as we continue to build a diverse and inclusive workplace. Requisition ID : 3667 Employment Type : Full Time Job Category : Sales / Business Development Work Location : Harrisburg, PA (Branch) State or Province : Pennsylvania (US-PA) Potential Work Location : United States : Pennsylvania : Harrisburg 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 EDUCATION and EXPERIENCE: + Bachelor's degree required. + Minimum of 5-8 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 40% of the time are required. Overnight travel is required. Why MSC People. Collaboration. Insight. That's how you build something that works. Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 75+ years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply chain solutions. We care about our associates and have programs in place to help our 6,500+ team members achieve their potential. When you join our team, you will receive rewards and recognition for your contributions, training and professional development opportunities, as well as a variety of benefits to support you and your family's health, well-being, and financial future. If you are inspired to learn, take risks, and succeed as a team, you can build a better career at MSC. Equal Opportunity Statement All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation or gender identity.
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