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Grainger
Document ID: A3342-062HAd Number: grainger-51180 Published on: 2010-01-2101/21/2010 Job Type: Regular
Job Schedule:Full-time
Published in: ChicagoJobs
2009-12-20
Corporate Sales Manager (Pipeline)
As seen in ChicagoJobs
Corporate Sales Manager (Pipeline)
Job ID 16744 Location
US - IL, Lake Forest
Functional Area
Sales
Cost Center
5140 - Sales- VP Corporate Accounts
Position Type
Full Time - Regular
Education Required
High School Diploma
Experience Required
At least 5 years
Relocation Provided
No
Position Description
Grainger is ranked #6 by Selling Power Magazine as one of the 50 Best Companies to sell for. Fortune Magazine also honors Grainger as one of America's Most Admired Companies in its industry.
THIS POSITION IS HOME OFFICE BASED AND REQUIRES EXTENSIVE TRAVEL. THIS IS A PIPELINE REQ. FOR PRESENT AND FUTURE NEEDS - LOCATIONS MAY VARY.
Provide both corporate and site specific account relationship development at large, multi-site strategic accounts. These accounts will generally represent current sales greater than $1M and over $5M in potential. This includes initiating the relationship (new account development), developing existing accounts (account penetration), and managing accounts (maintaining and enhancing account relationships).
Negotiate, implement and ensure compliance to agreements with strategic accounts. Develop, expand, and maintain agreements that deliver strong revenue growth within our value proposition while improving profitability.
. Develop and implement programs and plans for the accomplishment of Grainger sales objectives.
. Provide functional direction and personal involvement as required to support the field in the planning, penetration and barrier removal within high potential sites.
. Improve and/or maintain rate of growth with existing corporate customers and develop new agreements with targeted high potential new accounts.
. Evaluate, negotiate and direct the development, maintenance, or discontinuation of account agreements through the contract management process.
. Negotiate significant profitable opportunities both with new and existing strategic customers for Grainger Industrial Supply.
. Develop and implement value-added programs and key measurements that align the customer's business objectives with Grainger's value proposition.
. Provide visible leadership and facilitation of the sales management process to create improved revenues and earnings for the company.
. Coach Account Managers relative to the strategic and tactical implementation of customer specific market plans while providing feedback for their professional development.
. Provide leadership in change management methodology within the company and throughout the customer's organization.
. Create and maintain a strong relationship plan with field and support management.
Position Requirements
Undergraduate degree or equivalent business experience is desired, but not required. MBA preferred. Minimum 5 to 7 years experience selling a structured value proposition.
Demonstrated achievement in the following skill and competency areas:
. Opportunity Assessment
. Financial and Market Analysis
. Organizational Networking
. Commodity Management
. Implementation
. Resource Management
. Project Management
. Team Selling
. Negotiation
. Facilitation
. Communication
. Team Building
. Change Management
. Leadership
. Technology
. Planning and Forecasting
. Sales Management Process
. Demonstrated ability to drive results within necessary timelines
Position Attributes
Forbes Magazine named Grainger as one of America's 100 Most Trustworthy Companies along with ranking us one of the top 500 companies for 2007. Grainger also made Barron's 500 list of the Best American Companies. We have also been honored by Business Ethics within their top 100 of Best Corporate Citizens. In 2006 Grainger received the Supplier Performance Award from the US Postal Service. Grainger is consistently ranked as one of the top ten companies for reservists by Forbes.
For more information about becoming an employee visit us at www.grainger.com, review our career opportunities, and apply online. Grainger is an equal opportunity employer.
*Please Note: Submitting your on-line form to Grainger simply expresses your interest in inquiring about an open position. You are not considered an applicant until you have completed an application for employment. Neither Grainger, nor its other business units assume any obligation to consider any on-line forms that are submitted.
Grainger is an equal opportunity employer.
Job ID 16744 Location
US - IL, Lake Forest
Functional Area
Sales
Cost Center
5140 - Sales- VP Corporate Accounts
Position Type
Full Time - Regular
Education Required
High School Diploma
Experience Required
At least 5 years
Relocation Provided
No
Position Description
Grainger is ranked #6 by Selling Power Magazine as one of the 50 Best Companies to sell for. Fortune Magazine also honors Grainger as one of America's Most Admired Companies in its industry.
THIS POSITION IS HOME OFFICE BASED AND REQUIRES EXTENSIVE TRAVEL. THIS IS A PIPELINE REQ. FOR PRESENT AND FUTURE NEEDS - LOCATIONS MAY VARY.
Provide both corporate and site specific account relationship development at large, multi-site strategic accounts. These accounts will generally represent current sales greater than $1M and over $5M in potential. This includes initiating the relationship (new account development), developing existing accounts (account penetration), and managing accounts (maintaining and enhancing account relationships).
Negotiate, implement and ensure compliance to agreements with strategic accounts. Develop, expand, and maintain agreements that deliver strong revenue growth within our value proposition while improving profitability.
. Develop and implement programs and plans for the accomplishment of Grainger sales objectives.
. Provide functional direction and personal involvement as required to support the field in the planning, penetration and barrier removal within high potential sites.
. Improve and/or maintain rate of growth with existing corporate customers and develop new agreements with targeted high potential new accounts.
. Evaluate, negotiate and direct the development, maintenance, or discontinuation of account agreements through the contract management process.
. Negotiate significant profitable opportunities both with new and existing strategic customers for Grainger Industrial Supply.
. Develop and implement value-added programs and key measurements that align the customer's business objectives with Grainger's value proposition.
. Provide visible leadership and facilitation of the sales management process to create improved revenues and earnings for the company.
. Coach Account Managers relative to the strategic and tactical implementation of customer specific market plans while providing feedback for their professional development.
. Provide leadership in change management methodology within the company and throughout the customer's organization.
. Create and maintain a strong relationship plan with field and support management.
Position Requirements
Undergraduate degree or equivalent business experience is desired, but not required. MBA preferred. Minimum 5 to 7 years experience selling a structured value proposition.
Demonstrated achievement in the following skill and competency areas:
. Opportunity Assessment
. Financial and Market Analysis
. Organizational Networking
. Commodity Management
. Implementation
. Resource Management
. Project Management
. Team Selling
. Negotiation
. Facilitation
. Communication
. Team Building
. Change Management
. Leadership
. Technology
. Planning and Forecasting
. Sales Management Process
. Demonstrated ability to drive results within necessary timelines
Position Attributes
Forbes Magazine named Grainger as one of America's 100 Most Trustworthy Companies along with ranking us one of the top 500 companies for 2007. Grainger also made Barron's 500 list of the Best American Companies. We have also been honored by Business Ethics within their top 100 of Best Corporate Citizens. In 2006 Grainger received the Supplier Performance Award from the US Postal Service. Grainger is consistently ranked as one of the top ten companies for reservists by Forbes.
For more information about becoming an employee visit us at www.grainger.com, review our career opportunities, and apply online. Grainger is an equal opportunity employer.
*Please Note: Submitting your on-line form to Grainger simply expresses your interest in inquiring about an open position. You are not considered an applicant until you have completed an application for employment. Neither Grainger, nor its other business units assume any obligation to consider any on-line forms that are submitted.
Grainger is an equal opportunity employer.
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