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Nat'l Accounts Manager

Date: Apr 6, 2021

Location: Dallas, TX, US

Company: MSC Industrial Supply

Built to Make You Better.
Serving customer and community starts with the very best people doing their very best work. That is precisely what we have here at MSC. If you are inspired to learn, expand your circle, take risks, and succeed as a team, you can build a better career at MSC.

The National Account Manager (NAM) will be responsible for driving sales and margin growth. Experience managing transactions from lead-qualification through proposal and successful closure is critical. Ideal candidates must have excellent communication and listening skills. The NAM must be able to strategically produce proactive action plans that increase MSC brand awareness of company products in all markets. 

•    Responsible for sales and contribution margin growth across assigned large accounts with annual sales potential exceeding $200k - $10 million per year.  
•    Proactively anticipates business changes and implements new enterprise site locations as assigned to meet annual budget.  Portfolio value ranges from $5 million to $25 million.  
•    Responsible to negotiate and renew large enterprise contracts as assigned.  
•    Prepare detailed financial models forecasting corporate and enterprise large account performance over life of agreement.  
•    Communicate financial performance expectations across leadership teams. 
•    Document and communicate any changes in forecast vs. actual sales on a regular basis across leadership teams. 
•    Proactively renew accounts without RFP whenever possible. 
•    Renegotiate contracts proactively for any non-compliant and or underperforming customers. 
•    Works with local Key Account Managers to support corporate and large account locations as assigned.  
•    Aligns team members’ activities to meet customer strategic initiatives balanced against the needs of MSC shareholders.  Works closely with local sales leadership teams to align resources and sales efforts.
•    Conducts regular large enterprise team meetings with local sales leadership as needed to meet account objectives for profitable growth.  
•    Establishes clear objectives for each site location and documents progress toward objectives on a regular basis.
•    Establish executive  level relationships in assigned accounts.  Maintain established or assigned cadence or call patterns in assigned locations. Anticipate changes in customer behaviors or business needs at a strategic level.  Maintains all customer information in Sales Force (SFDC)
•    Prepares and deliver financial based sales presentations. Prepare and submit proactive unsolicited proposals to drive compliance toward MSC while aligning with customer business objectives.  
•    Conducts customized formal business reviews (QBRs /CIRs) with assigned accounts on a quarterly basis or as needed to address the latest customer business objectives along with implementation timeline(s).
•    Assure and maintain that field support models support customer cost reduction objectives 
•    Develop clear strategies and tactics to convert business for accounts with competing MRO suppliers: specifically identify and communicate MSC differentiators. PDCA all compliance programs on regular basis. 
•    Proactively maintain working relationships with field leadership and corporate customer support leadership as necessary to meet customer needs. 
•    Work with field leadership to customize account coverage as needed to drive compliance to approved forecasted sales thresholds. 
•    Document and clearly communicate customer service level expectations and or shortfalls with field leadership team.  
•    Corporate customer support relationships may include Legal, Supply Chain, e commerce, senior executive, Finance, Sourcing, Data Analytics, Project Management and Implementation teams. 
•    This role requires excellent communication and negotiation skills to align business goals across functional teams.
•    Submits to management all required sales and expense reports in a timely manner. Pro-actively entertain in assigned accounts where pre-approved.
•    Manage travel and entertainment to meet assigned budgets. Utilizes phone, webcast and on-site visits efficiently to establish regular cadence with both the field leadership team and large customer/prospect site locations as assigned.  
•    On-going regular participation in customer networking events or committees is expected. 
•    Professional development training will be completed in a timely manner as assigned. 
•    Learns and fosters the MSC culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC’s mission. 
•    Cleary demonstrates can-do attitude toward supporting new initiatives and programs designed to meet customer needs. Proactive problem-solving approach as necessary to overcome obstacles for customer compliance, growth and profitability.
•    Participates in special projects and performs additional duties as required.
•    A Bachelor’s Degree in Business or the equivalent experience is required.
•    Minimum of 2 years MSC experience in outside sales supporting large account locations or equivalent experience is required.
•    Minimum of 2 years industrial/manufacturing/distributing sales experience and direct account responsibility is preferred. 
•    Experience with large account sales and/or large account penetration, negotiation, and maintenance techniques is required.  
•    Ability to read and communicate understanding of customer financial statements.  Customize presentations using financial models to drive compliance and customer behavior.
•    Computer literacy and proficiency in word processing, spreadsheet, SFDC, and presentation software is required.  
•    Knowledge of e-business as it relates to national accounts is required.
•    Excellent oral and written communications skills are also required. 
•    Demonstration of competitive spirit and ability to overcome obstacles to success
•    Excellent ability to adapt to a changing environment quickly and effectively 
•    Proven pattern of success collaborating with business leaders with competing objectives or “mind share”
•    Strategic planning involving multiyear financial models
•    A valid driver’s license and the ability to travel extensively up to 50-60% is required.  

Equal Opportunity Statement 
At MSC, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all qualified applicants and our associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation, gender identity/expression or any category protected by applicable law. 

Nearest Major Market: Dallas
Nearest Secondary Market: Fort Worth