Sales Manager driving growth of protective coatings in Peninsular Malaysia and Brunei. Collaborating with key stakeholders across industries like oil & gas and marine.
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
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