Work Location Type: Remote
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. 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 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 Summary:
The National Account Contract Manager is responsible for the virtual (non-face to face selling role) management of 10-15 profitable agreements and ensuring agreement compliance with customers, Grainger field-based sales resources, and Grainger resources.
Job Responsibilities (You Will):
Manages Grainger customer agreements that have achieved less than $1.5M in sales and/or have not met customer volume commitments
Negotiates directly with customers to address contract revenue shortfalls and provides recommendations to leaders on the discontinuation or re-negotiation of account agreements through the contract management process
Maintains and/or improves rate of growth with portfolio of National Accounts Agreements and transition to team members as contract commitments are met by the customer
Working with business partners, manages the implementation or removal of value-added programs and resources in a manner consistent with the customer’s compliance to the agreement
Advises business partners on opportunities to develop/negotiate new agreements that position Grainger as the primary or sole source MRO provider
Coaches field sales and inside sales team members relative to the strategic and tactical implementation of customer specific market plans
Provides guidance on site pricing variances, billing issues, account maintenance, reporting, and site performance
Utilizes business partners both internal and external as needed. Through interactions with Sales and Service, monitors and measures customer adoption of programs and commitments, making adjustments to improve rate of adoption
Education/Experience (You Have):
Undergraduate Degree
Approximately 10%-15% travel required
Proven Track record of 3+ years Sales Performance selling a structured value proposition
High proficiency in the use of web/phone-based tools and phone for virtual selling/customer meetings
Demonstrated proficiency/competency in the following areas:
Drives Profitable Growth
Negotiates Win-Win Solutions
Closes Through Logical Steps
Develops Knowledge of Grainger Solutions
Maximizes Contract Value By Owning Execution
Inspires Accountability and Teamwork
Prioritizes Work Through Logical Analysis
Expansion Through Account Penetration
Engages Others with a Project Approach
Makes Joint Calls
This role may require you to attend customers’ sites and adhere to safety requirements in accordance with applicable health and safety legislation, as it relates to wearing personal protective equipment (PPE) on certain customer sites. This may include: a hard hat; steel-toed safety boots, clean shaven or trimmed moustache/beard in order to wear a close-fitted N95 mask or other required PPE. Details of these requirements will be provided during the recruitment process.
Some customers may have alcohol and drug screening policies for on-site contractors and vendors. You may be required to submit to such customer screening procedures as and when requested as a condition of being permitted on such sites.
Rewards and Benefits:
Our programs provide choice and flexibility to meet your individual needs. Check out some of the benefits available to you with Grainger (may vary based on hours worked):
DEI Statement
We encourage you to apply even if your experience doesn't perfectly match this job post as you may still be the right candidate for this role or others. We aspire to create a culture where everyone is comfortable being who they are, can learn and grow to realize their full potential, and is recognized and rewarded for their impact.
We are proud to be an equal opportunity workplace. All qualified applicants are considered for employment without regard to race, religion, sex, sexual orientation, gender identity, national origin, age, or disability. Should you need a reasonable accommodation during the application and selection process, please advise us so we can provide appropriate assistance.
Pre-employment background checks are required for all external candidates. Internal candidates undergo a background check when they move from a non-driving role to a driving role.