Hybrid National Government Sales Manager – Army & Air Force

at Grainger

• Job title: National Government Sales Manager – Army & Air Force
• Job type: Full Time
• Experience level: Senior, Lead
• Salary: $118,600 - $197,700 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Lake Forest, United States

About the role

• National Government Sales Manager accountable for executing strategies for Army and Air Force, ensuring compliance and growth in MRO. Develops relationships and drives adoption of Grainger as primary supplier.

Responsibilities

• 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

Requirements

• 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
• Must be able to travel between 50-70%, on a nationwide basis

Benefits

• Medical, dental, vision, and life insurance plans with coverage starting on day one of employment
• 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)
• 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