National Account Manager - Grainger - Remote
United States
Come make the world and accelerate your success.
It takes great people to achieve greatness. People with a sense of purpose and integrity. People with a relentless pursuit of excellence. People who care about making things better For Those Who Make The World. Sound like you? Join our top-notch team of approximately 43,500 diverse and high-performing professionals globally who are making their mark on some of the world's most beloved brands, including DEWALT®, BLACK+DECKER®, CRAFTSMAN®, STANLEY®, CUB CADET®, and HUSTLER®.
The Job:
This role is responsible for working with Grainger and Top End User Customers that buy from Grainger within the National Account space. The candidate will work directly with Grainger's leadership, their Field Sellers and Grainger's largest National Account End Users Nationwide. The ideal candidate will take full ownership of the Sales Cycle which includes building, maintaining and developing relationships, creating presentations & delivering content, forecasting POS review and promotional planning. The candidate will be expected to continuously review/understand the competitive landscape in order to assist with our strategic planning and overall national account management. You'll get to:
Manage the largest and most complex End User Accounts which are National & sometimes Global in scope in the Industrial Space ($1M to $14M each in size)
Engage directly with a wide variety of key stakeholders including executive leadership at the c-suite level, understanding their strategic objectives, business priorities and where SBD products and capabilities can help support those goals and objectives Nationally
NAM Team is responsible for Owning the HQ from an End User standpoint, using data to uncover opportunities, site visits (Travel) to validate data, pilot our proposed solutions, establish CORE relationships, quantify findings, gain commitment/endorsements, work with Supplier Management to Forecast, Field Team to Execute, and finally exceed expectations by providing World-Class National Account Management
Execute Quarterly Business Reviews with Top National Account End User Customers, focusing on line extending in categories that we don't have today and growing our share of wallet
Effectively Engage Grainger Leadership (Functional VP's | Regional VP's | Directors | Strategic Account Executives & National Account Managers) by Aligning our Value Proposition to their KPI's for an Undeniable Competitive Advantage (Sub Vertical Programming & Documented Value)
Utilization of External Reporting as a Compass/Guide - Working with Grainger to pull Item Purchase History/Spend Reports to understand where Grainger & SBD aren't winning (i.e. The Gaps & Opportunity Areas), where we need to reengage & for the ones that we've had success within the past, line extend
Review business with End User Customers on a monthly/quarterly basis to ensure growth targets are being achieved
Focus on Core End User Accounts that'll drive the greatest impact and deliver results the quickest
Shorten Sales Cycle by aligning our solutions that fit the needs of the End User Customer | Customize programs/deals and time stamp it to create sense of urgency
Extensive Travel throughout the country visiting Top End User Accounts and key stakeholders, increasing frequency of touch and shortening the sales cycle through National Programming
Meet and Exceed POS Sales Goals Nationally
Drive conversions and sell-through across Grainger Nationally
Help to negotiate annual End User Agreements and or National Programs
Work with field regional sales directors, industrial account managers to gain understanding of national, regional and local needs
Support and communicate with field teams on a regular basis to provide support needed to grow in the field
Effectively manage Travel & Expense, Targeted Fund and Demo Tool Budget
The Person:
You love to learn and grow and be acknowledged for your valuable contributions. You're not intimidated by innovation. Wouldn't it be great if you could do your job and do a world of good? In fact, you embrace it. You also have:
Bachelor's degree in Business Management, Marketing or related fields
5+ years' experience in Sales or Marketing focused in the Construction and Industrial channels
Prior Sales management and key account experience
Excellent platform skills; feel comfortable presenting and speaking in front of large audiences
Proficient in Microsoft applications; Excel, Power Point, Word, Outlook
Strong ability to be flexible and adapt to change in business practices, market changes, etc
Strong interpersonal, negotiation, verbal and written communication, organization, and multitasking skills
Proven leader and team player with solid track record of success - ability to drive sales growth
Demonstrated time management skills, ability to set priorities is required
Valid Driver's License & clean driving record
Ability to work independently and cross-functionally at multiple levels within the business unit (e.g., Marketing, Product Management, Engineering, etc)
Willingness to travel (50%)
Event Marketing and Training
Provide support to End Users on product training through educational and safety seminars
Work with SBD Sales and Marketing Teams to create and drive field programs and events to drive sales, educating end users on SBD product lines
Support Supplier Management Team and Channel to determine appropriate promotional strategy and New Product launches
The Details:
You'll receive a competitive salary and a great benefits plan, including:
Medical, dental, life, vision, disability, 401(k), Employee Stock Purchase Plan, paid time off, and tuition reimbursement in addition to programs & benefits in support of your well-being.
Discounts on Stanley Black & Decker tools and other partner programs.
And More:
We want our company to be a place you'll want to be - and stay. Being part of our team means you'll get to:
Grow: Be part of our global company with 20+ brands to grow and develop your skills along multiple career paths.
Learn: Have access to a wealth of learning resources, including our digital learning portal.
Belong: Experience an awesome place to work, where we have mutual respect and a great appreciation for a wide range of perspectives and experiences.
Give Back: Help us continue to make positive changes locally and globally through volunteerism, giving back, and sustainable business practices.
What's more, you'll get that pride that comes from empowering makers, doers, protectors, and everyday heroes all over the world. We're more than the #1 tools company. More than a driving force in outdoor power equipment. More than a global leader in industrial. We're visionaries and innovators. As successful as we've been in the past, we have so much further to go. That's where you come in. Join us!
LI-AY1
LI-Remote
The Total Target Cash Compensation range for this position is $105,000.00 - $169,100.00
This is the lowest to highest total target cash compensation range we would pay for this role at the time of this posting. Total target cash compensation offered may vary depending on multiple factors including job level, geographic location, job-related knowledge, skills, qualifications, experience and in compliance with local wage requirements. This role is eligible for a sales incentive plan or commission. Therefore, the total target cash compensation range is inclusive of base salary and target variable cash compensation. Please note that salary is only one component of total rewards at Stanley Black & Decker.?
The target cash compensation range listed in this job posting reflects the range for the primary location specified. The cash compensation range may vary for other locations.?
The successful candidate may be eligible for annual merit increases. ?
Medical, dental, life, vision, disability, 401(k),Employee Stock Purchase Plan, paid time off, and tuition reimbursement in addition to programs & benefits in support of your well-being. ?
Discounts on Stanley Black & Decker tools and other partner programs.
We Don't Just Build The World, We Build Innovative Technology Too.
Joining the Stanley Black & Decker team means working in an innovative, tech-driven and highly collaborative team environment supported by over 43,500 professionals in 60 countries across the globe. Here, you'll get the unique chance to impact some of the world's most iconic brands including STANLEY TOOLS, DEWALT, CRAFTSMAN, MAC TOOLS and Black + Decker. Your ideas and solutions have the potential to reach millions of customers as we work together to write the next chapter in our history. Come build with us and take your career to new heights.
Who We Are
We're the World's largest tool company. We're industry visionaries. We're solving problems and advancing the manufacturing trade through innovative technology and our Industry 4.0 Initiative. We are committed to ensuring our state-of-the-art "smart factory" products and services provide greater quality to our customers & greater environmental and social value to our planet. We are unique in that we have a rich and storied history dating back to 1843, but that hasn't stopped us from evolving into a vibrant, diverse, global growth company.
What You'll Also Get
Career Opportunity: Career paths aren't linear here. Being part of our global company with 60+ brands gives you the chance to grow and develop your skills along multiple career paths.
Benefits & Perks
You'll get a competitive salary and a comprehensive benefits plan that includes medical, dental, life, vision, wellness program, disability, retirement benefits, Employee Stock Purchase Plan, Paid Time Off, including paid vacation, holidays & personal days, and tuition reimbursement. And, of course, discounts on Stanley Black & Decker tools and products and well as discount programs for many other vendors and partners.
Learning & Development:
Our lifelong learning philosophy means you'll have access to a wealth of state-of-the-art learning resources, including our Lean Academy and online university (where you can get certificates and specializations from renowned colleges and universities).
Diverse & Inclusive Culture:
We pride ourselves on being an awesome place to work. We respect and embrace differences because that's how the best work gets done. You'll find we like to have fun here, too.
Purpose-Driven Company:
You'll help us continue to make positive changes in the local communities where we work and live as well as in the broader world through volunteerism, giving back and sustainable business practices.
EEO Statement:
All qualified applicants to Stanley Black & Decker are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran's status or any other protected characteristic.
If you require reasonable accommodation to complete an application or access our website, please contact us at (860) 827-3923 or at accommodations@sbdinc.com . Due to volume, we cannot respond to unrelated inquiries about the status of a completed application or resetting an account password.
Know Your Rights: Workplace discrimination is illegal (eeoc.gov) (http://www.eeoc.gov/sites/default/files/2023-06/22-088\EEOC\KnowYourRights6.12ScreenRdr.pdf)
