Government Sales Manager

Work Location Type: Onsite 

As a leading industrial distributor with operations primarily in North America, Japan and the United Kingdom, We Keep The World Working® by serving more than 4.5 million customers worldwide with products delivered through innovative technology and deep customer relationships. With 2023 sales of $16.5 billion, we’re dedicated to providing value for customers, fostering an engaging culture for team members and driving strong financial results.

Our welcoming workplace enables you to learn, grow and make a difference by keeping businesses running and their people safe. As a 2024 Glassdoor Best Place to Work and a Great Place to Work-Certified™ company, we’re looking for passionate people to join our team as we continue leading the industry over our next 100 years.

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. 

Rewards and Benefits: 

With benefits starting day one, Grainger is committed to your safety, health and wellbeing. Our programs provide choice to meet our team members' individual needs. Check out some of the rewards available to you at Grainger. 

• Medical, dental, vision, and life insurance coverage starts day one 

• Paid time off (PTO) days and 6 company holidays per year 

• 6% 401(k) company contribution each pay period 

• Education assistance, including financial counseling, tuition reimbursement and low-cost degree options 

• Employee discounts, parental leave, and more 

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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.