National Account Manager - Grainger - RemoteUnited StatesThe Job:This role is responsible for working with Grainger and Top End User Customers that buy from Grainger within the National Account space. The candidate will work directly with Grainger's leadership, their Field Sellers and Grainger's largest National Account End Users Nationwide. The ideal candidate will take full ownership of the Sales Cycle which includes building, maintaining and developing relationships, creating presentations & delivering content, forecasting POS review and promotional planning. The candidate will be expected to continuously review/understand the competitive landscape in order to assist with our strategic planning and overall national account management. You'll get to:
- Manage the largest and most complex End User Accounts which are National & sometimes Global in scope in the Industrial Space ($1M to $14M each in size)
- Engage directly with a wide variety of key stakeholders including executive leadership at the c-suite level, understanding their strategic objectives, business priorities and where SBD products and capabilities can help support those goals and objectives Nationally
- NAM Team is responsible for Owning the HQ from an End User standpoint, using data to uncover opportunities, site visits (Travel) to validate data, pilot our proposed solutions, establish CORE relationships, quantify findings, gain commitment/endorsements, work with Supplier Management to Forecast, Field Team to Execute, and finally exceed expectations by providing World-Class National Account Management
- Execute Quarterly Business Reviews with Top National Account End User Customers, focusing on line extending in categories that we don't have today and growing our share of wallet
- Effectively Engage Grainger Leadership (Functional VP's | Regional VP's | Directors | Strategic Account Executives & National Account Managers) by Aligning our Value Proposition to their KPI's for an Undeniable Competitive Advantage (Sub Vertical Programming & Documented Value)
- Utilization of External Reporting as a Compass/Guide - Working with Grainger to pull Item Purchase History/Spend Reports to understand where Grainger & SBD aren't winning (i.e. The Gaps & Opportunity Areas), where we need to reengage & for the ones that we've had success within the past, line extend
- Review business with End User Customers on a monthly/quarterly basis to ensure growth targets are being achieved
- Focus on Core End User Accounts that'll drive the greatest impact and deliver results the quickest
- Shorten Sales Cycle by aligning our solutions that fit the needs of the End User Customer | Customize programs/deals and time stamp it to create sense of urgency
- Extensive Travel throughout the country visiting Top End User Accounts and key stakeholders, increasing frequency of touch and shortening the sales cycle through National Programming
- Meet and Exceed POS Sales Goals Nationally
- Drive conversions and sell-through across Grainger Nationally
- Help to negotiate annual End User Agreements and or National Programs
- Work with field regional sales directors, industrial account managers to gain understanding of national, regional and local needs
- Support and communicate with field teams on a regular basis to provide support needed to grow in the field
- Effectively manage Travel & Expense, Targeted Fund and Demo Tool Budget
The Person: You love to learn and grow and be acknowledged for your valuable contributions. You're not intimidated by innovation. Wouldn't it be great if you could do your job and do a world of good? In fact, you embrace it. You also have:
- Bachelor's degree in Business Management, Marketing or related fields
- 5+ years' experience in Sales or Marketing focused in the Construction and Industrial channels
- Prior Sales management and key account experience
- Excellent platform skills; feel comfortable presenting and speaking in front of large audiences
- Proficient in Microsoft applications; Excel, Power Point, Word, Outlook
- Strong ability to be flexible and adapt to change in business practices, market changes, etc
- Strong interpersonal, negotiation, verbal and written communication, organization, and multitasking skills
- Proven leader and team player with solid track record of success - ability to drive sales growth
- Demonstrated time management skills, ability to set priorities is required
- Valid Driver's License & clean driving record
- Ability to work independently and cross-functionally at multiple levels within the business unit (e.g., Marketing, Product Management, Engineering, etc)
- Willingness to travel (50%)
- Event Marketing and Training
- Provide support to End Users on product training through educational and safety seminars
- Work with SBD Sales and Marketing Teams to create and drive field programs and events to drive sales, educating end users on SBD product lines
- Support Supplier Management Team and Channel to determine appropriate promotional strategy and New Product launches
The Details: You'll receive a competitive salary and a great benefits plan, including:
- Medical, dental, life, vision, disability, 401(k), Employee Stock Purchase Plan, paid time off, and tuition reimbursement in addition to programs & benefits in support of your well-being.
- Discounts on Stanley Black & Decker tools and other partner programs.
And More:We want our company to be a place you'll want to be - and stay. Being part of our team means you'll get to:
- Grow: Be part of our global company with 20+ brands to grow and develop your skills along multiple career paths.
- Learn: Have access to a wealth of learning resources, including our digital learning portal.
- Belong: Experience an awesome place to work, where we have mutual respect and a great appreciation for a wide range of perspectives and experiences.
- Give Back: Help us continue to make positive changes locally and globally through volunteerism, giving back, and sustainable business practices.
What's more, you'll get that pride that comes from empowering makers, doers, protectors, and everyday heroes all over the world. We're more than the #1 tools company. More than a driving force in outdoor power equipment. More than a global leader in industrial. We're visionaries and innovators. As successful as we've been in the past, we have so much further to go. That's where you come in. Join us!
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The Total Target Cash Compensation range for this position is $105,000.00 - $169,100.00
- This is the lowest to highest total target cash compensation range we would pay for this role at the time of this posting. Total target cash compensation offered may vary depending on multiple factors including job level, geographic location, job-related knowledge, skills, qualifications, experience and in compliance with local wage requirements. This role is eligible for a sales incentive plan or commission. Therefore, the total target cash compensation range is inclusive of base salary and target variable cash compensation. Please note that salary is only one component of total rewards at Stanley Black & Decker.
- The target cash compensation range listed in this job posting reflects the range for the primary location specified. The cash compensation range may vary for other locations.
- The successful candidate may be eligible for annual merit increases.
- Medical, dental, life, vision, disability, 401(k),Employee Stock Purchase Plan, paid time off, and tuition reimbursement in addition to programs & benefits in support of your well-being.
- Discounts on Stanley Black & Decker tools and other partner programs.
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