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E&R Strategic Accounts Executive

Date: Apr 5, 2021

Location: STERLING HEIGHTS, MI, US, 48314-3761

Company: Grainger Businesses

Company Overview

E&R Industrial, a wholly owned subsidiary of Grainger, is an innovative, full-line industrial supply distributor committed to brand name quality products, competitive prices, and on-time delivery. As a regional distributor of MRO products, including a deep portfolio of metalworking/cutting tool products and solutions, E&R provides outstanding product and technical expertise to the manufacturing industrial sector.

Position Description

Strategic Account & Sales Executive       

Retain and penetrate a US centric business of a large global corporate account with revenue potential of $50 million or greater. Develop headquarters and site-specific relationships to drive contract compliance, expand, and ensure the company becomes the organization’s primary MRO provider in both product and services.

Negotiate profitable business and ensure implementation and compliance of agreements with the customer and the company’s resources.

Direct the sales activities for the corporate account through the implementation of a company strategy. Responsible for managing $25-$40M in sales and direct responsibility for a team of account managers with a portion of direct account responsibility. Ensure strategic and tactical alignment with key stakeholders and business partners to grow business profitably.

Principal Duties & Responsibilities:         

  • Develop and implement multi-year business plans to achieve sales, gross profit, and related services objectives.
  • Demonstrate business acumen and utilize appropriate pricing strategy to guide team to most profitable business growth.
  • Develop and maintain C-suite client relationships.
  • Develop and ensure the implementation of value-added programs that align the customer’s business objectives with our core value proposition.
  • Develop/negotiate agreements making the company the primary/sole source MRO provider.
  • Drive accountability and lead team in prioritizing tasks and removing roadblocks.
  • Manage account manager performance metrics in accordance with sales management system.

Position Requirements:

Preferred Education & Experience:         

  • Undergraduate degree; MBA preferred.
  • Proven Track record of 10 + years sales performance selling a structured value proposition and 5+ years selling at a national level. Experience successfully leading/managing sales teams preferred.

Demonstrated proficiency/competency in the following areas:

  • Drives profitable growth and account penetration
  • Proves strategic thinking, goal setting, problem solving, analysis, and time management
  • Demonstrates abilities to motivate, assess, coach, counsel, and develop a team
  • Demonstrates strong business acumen with ability to understand financial reporting and analyze business needs
  • Possesses excellent presentation skills, strong customer focus, and ability to lead change
  • Negotiates win-win solutions
  • Engages others with a project management approach
  • Navigates the organization for the customer

Work Environment:       

Field Based position which reports to VP Sales, E&R Industrial and has 5-10 direct reports.

This position requires an autonomous thinker and self starter that can work in an environment with a great deal of ambiguity, while leveraging the vast resources of E&R and Grainger. Excellent written, verbal, and electronic communication skills needed. Interacts effectively with teammates and business partners; makes persuasive and informative presentations; works well with conflict.

Approx. 25% travel is required.


EEOC Statement

E&R 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.