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Manager, District Key Acct MidMarket

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Date: Dec 1, 2018

Location: Cleveland, OH, US

Company: MSC Industrial Supply

Build a better career with MSC. 
Serving customer and community starts with the very best people doing their very best work. That is precisely what we have at MSC Industrial Supply Co., a leading North American distributor of metalworking and maintenance, repair, and operations (MRO) products and services.

Requisition ID : 1664 

Employment Type : Full Time         

Job Category : Sales / Business Development                                             

Work Location :  Detroit East, MI 

State or Province : Ohio (US-OH)     

Potential Work Location : United States : Ohio : Cleveland || United States : Ohio : Tiffin || United States : Ohio : Toledo || United States : Pennsylvania : Erie || United States : Pennsylvania : Pittsburgh 

 

BRIEF POSITION SUMMARY:

The District Manager, Customer Success Key Accounts is responsible for leading a key account team in a large geographical territory to improve MSC’s market position and achieve financial growth and increased profitability within Mid-Market customer locations.  The District Manager leads the team in assessing, clarifying, and validating customer needs on a regular basis and has deep insight in manufacturing trends impacting customers’ business.  He will build strategic relationships with customers through participating in needs analysis and continuous improvement reviews.  The Key Account team will be responsible to create mutual value with customers through cost savings while delivering profitable sales growth.    

DUTIES and RESPONSIBILITIES:

  • Translate MSC’s strategy and go-to-market strategy into strategic plans with Account Management Team.
  • Hold team accountable to follow the sales process and coverage model plan.
  • Build a high impact team.
  • Leads team in building strategic account plans.
  • Spend 3-5 hours per month per associate coaching as prescribed by MSC’s formal coaching process.
  • Hold one-on-one meetings monthly with team to discuss performance to goal.
  • Establishes clear and concise development programs for all associates to help them obtain their professional goals.  This includes individual contributors, management candidates or others who desire to pursue other career opportunities with MSC.
  • Responsible for team sales and contribution margin growth as budgeted annually.  Proactively anticipates business changes and implements additional incremental growth programs as needed to surpass annual budgets for sales and contribution margin growth. Drives all MSC strategic initiatives for sales and contribution margin growth.  Targets and aligns internal resources with targeted growth industry segments and customers.
  • Leads by example in ever changing business climate while adapting quickly to new challenges and communicates effectively across all team members.
  • Proactively maintains working relationship with Business Development leadership team to align resources needed to meet customer needs.  Specifically communicates resources needed to drive high compliant contracts.
  • Effectively balance MSC’s best interest in terms and conditions against customer requirements.    Communicate financial performance expectations and shortfalls across leadership teams.  Takes initiative to renegotiate agreements with underperforming customers.
  • Establishes and maintains a working relationship with key MSC Marketing, Product, and Accounting department associates to keep abreast of current and new products/services.
  • Provides management with all required sales and expense reports.
  • Supports and emphasizes a positive relationship between Business Development and MSC field leadership, corporate support liaisons and other MSC associates.
  • Work closely with MSC sales leadership and Human Relations Business Partner to hold associates accountable to meet or surpass performance expectations.
  • Provides training reinforcement and support as needed to position associates for success.
  • Documents consistent under performance below job expectations on a regular basis and changes in behavior needed to drive associate success.
  • Take corrective action up and including termination for associates consistently performing below expectations.
  • Performs all duties inherent in the role of MSC Manager as defined by the MSC Code of Conduct including hiring, termination, review, and development of associates.
  • Drives the MSC Culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC’s mission.
  • Participates in special projects and performs additional duties as required.

EDUCATION and EXPERIENCE:

  • A Bachelor’s Degree in Business preferred or equivalent experience.
  • Two years sales experience negotiating agreements preferred.
  • Two years management experience leading business development teams or proven MSC strategic experience leading or participating on cross functional teams multiple times, while continuously accomplishing team goals. (i.e. Team building skills, leading projects, leadership development program, and mentor/coach others).
  • Two years of demonstrating progressive growth in job competences and responsibilities.
  • Proven track record of successfully achieving sales targets.
  • Experience in managing key account teams or successful sales history selling complex solutions to Medium and Large customers.

SKILLS:

  • Leadership change agent.  Quickly adapts and leads others thru changes in business environment.
  • Proven sales coach.  Quickly analyzes associates selling strengths and weaknesses and coach to the critical skills following MSC’s coaching methodology.
  • Ability to demonstrate and coach funnel management and selling activity
  • Excellent presentation and communication skills are required.  Leads by example through proven ability to demonstrate required selling behaviors.
  • Experience developing individual contributors and future leaders.
  • Thrives in a competitive leadership role.  Proven pattern of success in past accomplishments.
  • Leadership style rewards success and holds associates accountable for performance
  • Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required.
  • Strong Finance and business acumen.  Experience with financial based business proposals is a must.
  • Strong organizational acumen.  Significant experience working cross-functionally and removing barriers is a must.
  • Strong people acumen.  Significant experience developing associates is preferred.
  • Strong strategic acumen.  Significant experience connecting teams to the organizational strategy is preferred.
  • Strong analytical skills.  Has the ability to analyze large data sets and translate to opportunities.

MISCELLANEOUS:

  • A valid driver’s license and the ability to travel extensively is required.

 

Why MSC  
People. Collaboration. Insight. That’s how you build something that works.

Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 75+ years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply chain solutions. 

As one of America’s Best Large Employers (named in 2017 by Forbes magazine), we care about our associates and have programs in place to help our 6,000+ team members achieve their potential. When you join our team, you will receive rewards and recognition for your contributions, training and professional development opportunities, as well as a variety of benefits to support you and your family's health, well-being, and financial future.

If you are inspired to learn, take risks, and succeed as a team, you can build a better career at MSC.

Equal Opportunity Statement 
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation or gender identity.                                                                                         


Nearest Major Market: Cleveland

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