Agency National Government Sales Manager - Army & Air Force

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. With 2023 sales of $16.5 billion, 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 2024 Glassdoor Best Place to Work and 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.

Compensation

The anticipated base pay compensation range for this position is$102,300.00 to$170,500.00.

Rewards and Benefits:

With benefits starting on day one, our programs provide choice and flexibility to meet team members' individual needs, including:

• Medical, dental, vision, and life insurance plans with coverage starting on day one of employment and 6 free sessions each year with a licensed therapist to support your emotional wellbeing.
• 18 paid time off (PTO) days annually for full-time employees (accrual prorated based on employment start date) and 6 company holidays per year.
• 6% company contribution to a 401(k) Retirement Savings Plan each pay period, no employee contribution required.
• Employee discounts, tuition reimbursement, student loan refinancing and free access to financial counseling, education, and tools.
• Maternity support programs, nursing benefits, and up to 14 weeks paid leave for birth parents and up to 4 weeks paid leave for non-birth parents.

For additional information and details regarding Grainger's benefits, please click on the link below:

https://experience100.ehr.com/grainger/Home/Tools-Resources/Key-Resources/New-Hire

The pay range provided above is not a guarantee of compensation. The range reflects the potential base pay for this role at the time of this posting based on the job grade for this position. Individual base pay compensation will depend, in part, on factors such as geographic work location and relevant experience and skills.

The anticipated compensation range described above is subject to change and the compensation ultimately paid may be higher or lower than the range described above.

Grainger reserves the right to amend, modify, or terminate its compensation and benefit programs in its sole discretion at any time, consistent with applicable law.

The National Government Sales Manager will be accountable for business performance that is consistent with the Company's strategic direction. Expected to drive profitable growth by executing the Contractual, Agency, and segment strategy valued at over $150M in support of the Army and Air Force. This individual will work across the government function with all sales teams to ensure the national strategy is effectively and consistently executed. The Army and Air Force have complex infrastructures which require excellent relationship management. You will report directly to the Federal Director, Contracts. This role requires extensive travel up to three weeks at a time within the United States.

• Develop, maintain and grow Contractual, Agency and segment executive relationships to drive contract compliance, expansion and to ensure Grainger becomes the organizations primary MRO provider in both product and services.
• Provide functional direction and personal involvement with the Contractual, Agency and segment as required to support the field in the planning, penetration and barrier removal.
• Responsible for negotiating, maintaining, implementing profitable agreements, both with the customer and field-based sales resources and Grainger resources.
• Develop and implement Government key initiatives and programs that ensure revenue, cost and profitability targets are achieved.
• Responsible for comprehensive market analysis to determine segment focus areas and develop overall short-term and long-term segment strategies in collaboration with segment strategy team.
• Provides expertise to internal business partners establishing a deep understanding of needs, attitudes, and behaviors across segments and develops actionable insights that drive customer engagement and demand. While working cross functionally to ensure that the Contractual, Agency and Regional solutions are in place and executed.
• Develop and collaborate with DA/Small Business partners to leverage government set aside spend.
• Expand solution adoption through agency-wide deployment and developing relationships with senior procurement decision makers across functional areas such as Contracting, Procurement, Facilities, Unit Commands and other areas of DoD.
• The primary customer segment covered by this role will be the Army and Air Force (Military) working in partnership with other NGSMs, RSVPs, DSMs and Sellers to drive the following:
  • Relationship Development at DoD Agencies (Command Level)
  • Understand and map out the Command, Leadership and Procurement structure of aligned Agency and identify where MRO opportunities exist for Grainger to offer value
  • Establish and own relationships with Senior-Level Decision Makers and Policy Leaders within each Agency at the Command or Regional levels responsible for procurement of MRO products and services
  • Participate in industry-specific events and trainings to expand contact base and knowledge of Agency
  • Understand mission of each Agency or Command and align Grainger resources to support said mission
  • Contract Implementation / Adoption
  • Understand and translate the value that Grainger Federal contracts (4PL, MRFS, Commercial Platforms, Small-Business Resellers) bring to aligned Agency / Command
  • Partner with Senior Leadership within the Agency / Command to gain adoption and utilization of Grainger's Federal contracts
  • Partner with the customer to showcase the value of working with Grainger by leveraging such teams as Consulting Services
  • Explore and establish Agency-Direct contracts outside of GSA (WAW, COCESS, Local BPAs, etc.)
  • Program Development
  • Develop programs aimed at supporting key priorities and initiatives of the Agency to showcase Grainger's value as well as establishing a strong business partnership
  • Develop and implement Government Team key initiatives to ensure revenue, cost and profitability targets are achieved through establishing partnerships with key supplier partners and leveraging internal services like Shoe Mobile
  • Create, as well as establish sales strategy allowing for adoption and execution of said strategy by NGSMs, RSVPs, DSMs and Account Managers

• Previous Sales team leadership with 10+ yrs. professional experience
• District Sales Manager experience
• Previous leadership position within the Government marketplace
• BS/BA required. MBA preferred
• Deep understanding within the government marketplace, stakeholders and government policies
• Influence external environment and leadership levels across Company, Associations, Customers, Resellers and related markets
• Proven track record of establishing strong relationships inside and external to Grainger
• Proven track record of execution
• Strategic and innovative mindset
• Excellent communication skills, both verbal and written
• Financial acumen/ ability to manage budgets and understand financial models
• Experience winning large complex contract negotiations and realization
• Experience selling to the Department of Defense and coaching other Sellers on how to sell within the Military segment

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We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.

We are committed to fostering an inclusive, accessible environment that includes both providing reasonable accommodations to individuals with disabilities during the application and hiring process as well as throughout the course of one's employment. With this in mind, should you need a reasonable accommodation during the application and selection process, please advise us so that we can provide appropriate assistance.