Gov't Sales Mgr

Work Location Type: Remote  

About Grainger:

W.W. Grainger, Inc., is a leading broad line distributor with operations primarily in North America, Japan and the United Kingdom. At Grainger, We Keep the World Working® by serving more than 4.5 million customers worldwide with products and solutions delivered through innovative technology and deep customer relationships. Known for its commitment to service and award-winning culture, the Company had 2024 revenue of $17.2 billion across its two business models. In the High-Touch Solutions segment, Grainger offers approximately 2 million maintenances, repair and operating (MRO) products and services, including technical support and inventory management. In the Endless Assortment segment, Zoro.com offers customers access to more than 14 million products, and MonotaRO.com offers more than 24 million products. For more information, visit www.grainger.com.  

Compensation

The anticipated base pay compensation range for this position is $72,000 to $120,000.

Rewards and Benefits:

With benefits starting on day one, our programs provide choice and flexibility to meet team members' individual needs, including:

• Medical, dental, vision, and life insurance plans with coverage starting on day one of employment and 6 free sessions each year with a licensed therapist to support your emotional wellbeing.
• 23 paid time off (PTO) days annually for full-time employees (accrual prorated based on employment start date) and 6 company holidays per year.
• 6% company contribution to a 401(k) Retirement Savings Plan each pay period, no employee contribution required.
• Employee discounts, tuition reimbursement, student loan refinancing and free access to financial counseling, education, and tools.
• Maternity support programs, nursing benefits, and up to 14 weeks paid leave for birth parents and up to 4 weeks paid leave for non-birth parents.

For additional information and details regarding Grainger’s benefits, please click on the link below:

https://experience100.ehr.com/grainger/Home/Tools-Resources/Key-Resources/New-Hire

The pay range provided above is not a guarantee of compensation.  The range reflects the potential base pay for this role at the time of this posting based on the job grade for this position. Individual base pay compensation will depend, in part, on factors such as geographic work location and relevant experience and skills.   

The anticipated compensation range described above is subject to change and the compensation ultimately paid may be higher or lower than the range described above. 

Grainger reserves the right to amend, modify, or terminate its compensation and benefit programs in its sole discretion at any time, consistent with applicable law.  

Position Details: 

The Government Sales Manager role will report to the Director, Government Sales. You will work with Grainger's largest, most complex agreements and programs with our government customers, ensuring they are possible and profitable and represent the voice of the customer blended with the needs of Grainger.  You will be responsible for the implementation and compliance to agreements both with the customer, field-based sales resources, and Grainger resources.  The role of this position is to take these relationships to a higher level of penetration; measured by revenue and gross profit growth, senior level relationships, penetration rates at local sites, and overall share of customer spend. 

You Will: 

• Provide both corporate and site-specific customer relationship within existing state agencies. These customers will generally represent current sales greater than $10M and / or accounts and customer segments having a significant strategic impact to the organization. 
• Initiate the relationship, develop existing accounts (account penetration), and support enhanced contract growth (maintaining and enhancing account relationships). 
• Lead the selling process and associated efforts including establishment of contract scope, alignment of company value proposition, organizational coordination, supplier integration and implementation. 
• Develop a meaningful measurement methodology to ensure compliance to contracts with strategic accounts. To develop, expand, and maintain agreements that deliver strong revenue growth within our value proposition while improving profitability above expected plan performance. 

You Have: 

• Undergraduate degree or equivalent business experience.  
• MBA preferred. 
• Minimum 8-10 years of experience selling a structured value proposition. 
• Demonstrated achievement in the following skill and competency areas: 
• Opportunity Assessment - secure relevant information and identify key issues and relationships from a base of information; relating and comparing data from different sources; identifying cause – effect relationships. 
• Business Acumen - clear understanding of all financial levers in EE analysis and how to apply them in the negotiation process. Clear understanding of Grainger financial levers. Considered a consultant.  
• Teamwork / Collaboration – working effectively with team / work group or those outside the formal lines of authority (e.g. peers, senior managers) to accomplish organizational goals; taking actions that respect the needs and contributions of others: contributing to and accepting the consensus; subordinating own objectives to the objectives of the organization or team. 
• Negotiation - effectively exploring alternatives and positions to reach outcomes that gain all parties’ support and acceptance. 

• Implementation - establishing a course of action for self and/or others to accomplish a specific goal; planning proper assignments of personnel and appropriate allocation of resources. Establishing procedures to monitor the results of delegations, assignments, or projects. 

#LI-TM1

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.

We are committed to fostering an inclusive, accessible environment that includes both providing reasonable accommodations to individuals with disabilities during the application and hiring process as well as throughout the course of one’s employment.  With this in mind, should you need a reasonable accommodation during the application and selection process, please advise us so that we can provide appropriate assistance.