Grainger
National Government Sales Manager - Army & Air Force
Grainger, Homer Glen, Illinois, United States, 60491
Overview
National Government Sales Manager - Army & Air Force at Grainger. The role focuses on driving profitable growth and executing the Contractual, Agency, and segment strategy in support of the Army and Air Force, with responsibilities across the government function and collaboration with all sales teams.
Position Details The National Government Sales Manager will be accountable for business performance aligned with the Company’s strategic direction. This role requires extensive travel up to three weeks at a time within the United States. Reports to the Federal Director, Contracts.
You Will
Develop, maintain and grow Contractual, Agency and segment executive relationships to drive contract compliance, expansion and to ensure Grainger becomes the organization’s 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 planning, penetration and barrier removal.
Negotiate, maintain, and implement profitable agreements with customers and field-based resources.
Develop and implement Government initiatives and programs to achieve revenue, cost and profitability targets.
Conduct comprehensive market analysis to determine segment focus areas and develop short-term and long-term segment strategies with the segment strategy team.
Provide expertise to internal partners, fostering a deep understanding of needs and behaviors across segments to drive customer engagement and demand; work cross-functionally to ensure Contractual, Agency and Regional solutions are in place and executed.
Collaborate with DA/Small Business partners to leverage government set aside spend.
Expand solution adoption through agency-wide deployment and relationships with senior procurement decision makers across contracting, procurement, facilities, unit commands and other DoD areas.
Engage in activities with Army and Air Force, working with NGSMs, RSVPs, DSMs and Sellers to drive relationships and opportunities.
Understand and map command structures, identify opportunities for Grainger to offer value, and establish relationships with senior-level decision makers and policy leaders within each agency at command or regional levels.
Participate in industry events to expand contact base and knowledge of agencies; align Grainger resources to support said missions.
Contract implementation/adoption and collaboration with senior agency leadership to gain adoption and utilization of Grainger’s Federal contracts.
Explore and establish agency-direct contracts outside of GSA (WAW, COCESS, Local BPAs, etc.).
Develop programs to support key priorities and initiatives of agencies and demonstrate Grainger’s value as a partner.
Create and implement a sales strategy enabling NGSMs, RSVPs, DSMs and Account Managers to execute effectively.
You Have
10+ years of professional experience in sales team leadership
District Sales Manager experience
Previous leadership position within the Government marketplace
BS/BA required; MBA preferred
Deep understanding of the government marketplace, stakeholders, and policies
Ability to influence external environment and leadership across company, associations, customers, resellers and related markets
Proven track record of establishing strong internal and external relationships and execution
Strategic and innovative mindset; excellent verbal and written communication
Financial acumen and 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 others on selling within the Military segment
Willingness to travel 50-70% nationwide
Residence in a major metro market (Airport Hub)
Benefits
Medical, dental, vision, and life insurance plans with coverage starting on day one, plus support for emotional wellbeing.
18 paid time off (PTO) days annually for full-time employees and 6 company holidays per year.
6% company contribution to a 401(k) plan each pay period, with no employee contribution required.
Employee discounts, tuition reimbursement, student loan refinancing and access to financial counseling and tools.
Maternity support programs, nursing benefits, and paid leave for birth and non-birth parents.
Notes The pay range provided is a guideline for base pay and may vary by geographic location and experience. Grainger reserves the right to amend compensation and benefit programs at any time in compliance with applicable law. For additional information regarding Grainger’s benefits, please refer to Grainger’s official resources.
Seniorities
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries
Retail Office Equipment
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Position Details The National Government Sales Manager will be accountable for business performance aligned with the Company’s strategic direction. This role requires extensive travel up to three weeks at a time within the United States. Reports to the Federal Director, Contracts.
You Will
Develop, maintain and grow Contractual, Agency and segment executive relationships to drive contract compliance, expansion and to ensure Grainger becomes the organization’s 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 planning, penetration and barrier removal.
Negotiate, maintain, and implement profitable agreements with customers and field-based resources.
Develop and implement Government initiatives and programs to achieve revenue, cost and profitability targets.
Conduct comprehensive market analysis to determine segment focus areas and develop short-term and long-term segment strategies with the segment strategy team.
Provide expertise to internal partners, fostering a deep understanding of needs and behaviors across segments to drive customer engagement and demand; work cross-functionally to ensure Contractual, Agency and Regional solutions are in place and executed.
Collaborate with DA/Small Business partners to leverage government set aside spend.
Expand solution adoption through agency-wide deployment and relationships with senior procurement decision makers across contracting, procurement, facilities, unit commands and other DoD areas.
Engage in activities with Army and Air Force, working with NGSMs, RSVPs, DSMs and Sellers to drive relationships and opportunities.
Understand and map command structures, identify opportunities for Grainger to offer value, and establish relationships with senior-level decision makers and policy leaders within each agency at command or regional levels.
Participate in industry events to expand contact base and knowledge of agencies; align Grainger resources to support said missions.
Contract implementation/adoption and collaboration with senior agency leadership to gain adoption and utilization of Grainger’s Federal contracts.
Explore and establish agency-direct contracts outside of GSA (WAW, COCESS, Local BPAs, etc.).
Develop programs to support key priorities and initiatives of agencies and demonstrate Grainger’s value as a partner.
Create and implement a sales strategy enabling NGSMs, RSVPs, DSMs and Account Managers to execute effectively.
You Have
10+ years of professional experience in sales team leadership
District Sales Manager experience
Previous leadership position within the Government marketplace
BS/BA required; MBA preferred
Deep understanding of the government marketplace, stakeholders, and policies
Ability to influence external environment and leadership across company, associations, customers, resellers and related markets
Proven track record of establishing strong internal and external relationships and execution
Strategic and innovative mindset; excellent verbal and written communication
Financial acumen and 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 others on selling within the Military segment
Willingness to travel 50-70% nationwide
Residence in a major metro market (Airport Hub)
Benefits
Medical, dental, vision, and life insurance plans with coverage starting on day one, plus support for emotional wellbeing.
18 paid time off (PTO) days annually for full-time employees and 6 company holidays per year.
6% company contribution to a 401(k) plan each pay period, with no employee contribution required.
Employee discounts, tuition reimbursement, student loan refinancing and access to financial counseling and tools.
Maternity support programs, nursing benefits, and paid leave for birth and non-birth parents.
Notes The pay range provided is a guideline for base pay and may vary by geographic location and experience. Grainger reserves the right to amend compensation and benefit programs at any time in compliance with applicable law. For additional information regarding Grainger’s benefits, please refer to Grainger’s official resources.
Seniorities
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries
Retail Office Equipment
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
#J-18808-Ljbffr