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Business Development Manager- Multi-Family Housing

Date: Aug 12, 2019

Location: LOS ANGELES, CA, US, 90013-1726

Company: Grainger

Company Overview

Grainger is a broad line, business-to-business distributor of maintenance, repair and operating (MRO) supplies and other related products and services. More than 3.2 million businesses and institutions worldwide rely on Grainger for products such as safety gloves, ladders, motors and janitorial supplies, along with services like inventory management and technical support. These customers represent a broad collection of industries including commercial, government, healthcare and manufacturing. They place orders online, on mobile devices, through sales representatives, over the phone and at local branches. Approximately 5,000 suppliers provide Grainger with more than 1.6 million products stocked in Grainger’s distribution centers and branches worldwide.


Position Description

Full ownership for prospecting and signing new Multi-Family customers that are regional in scope, and make regional purchasing decisions,  by developing, maintaining, and executing a “Prospect Account Strategy” while ensuring profitable sales growth in support of the targeted Multi-Family Accounts annual revenue and gross margin goals. 

A fundamental measure of success for the position will be meeting business development benchmarks and creating sustainable revenue by creating, executing, and communicating business plans to grow. Negotiates regional contracts consistent with industry management goals. Ensures effective implementation of regional account programs through all sales channels. Principle relationship builder with customers to acquire new multi-year contracts where Grainger is the primary supplier of MRO and aligned Services.


  • Serve as leader in developing new strategic partnerships and contractual business with $500K to 10 million MRO potential.
  • Increase customer base and add to existing customer profitability by signing contracts that ensure Grainger is the primary MRO provider
  • Maintain a thorough understanding of the client’s industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry
  • Identify, design, develop and implement strategies to achieve revenue goals and the company’s mission
  • Foster, promote and facilitate cross-selling of company-wide products, services and capabilities
  • Work with customer facing teams to understand, plan and implement actions to achieve the revenue target
  • Drive cross-functional integration solution-building and project plan execution.
  • Communicate progress efficiently and provide early warning of issues and requests for assistance
  • Prospect new  customers to deliver a minimum of 3 new account signing per quarter
  • Ensure continuous and strategic management of a new prospect pipeline that drives progress across multiple accounts
  • Manage the commercial and legal terms involving all stakeholders within the customer
  • Work with Multi-Family Management, Senior Management, and Finance/Credit to design and apply business filters to gauge sales potential, profitability and internal cost savings
Position Requirements:

Undergraduate Degree or equivalent business experience


Proven Track record of 5-7 years Sales Performance selling a structured value proposition.

Proven Track record 2 to 3 years sales experience selling to large, complex and/or multi-site customers in a sales hunting capacity. Experience in related field preferred.


Demonstrated proficiency/competency in the following areas:


  • Effective Networking
  • Solves Problems Through Root Cause Analysis
  • Qualifies Prospects with Specific Probes
  • Prioritizes Work Through Logical Analysis
  • Navigates the Organization for the Customer
  • Closes Through Incremental Steps
  • Seizes Opportunities
  • Drives Profitable Growth
  • Demonstrates Perseverance


EEOC Statement

Grainger is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

Job Segment: Business Development, Manager, Technical Support, Sales, Management, Technology

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