Regional Sales Manager - OEM

BUILD A BETTER CAREER WITH MSC
Serving customers and our community starts with the best people doing their best work. That is precisely what we have created at MSC Industrial Supply Co. We are a leading North American distributor of metalworking and maintenance, repair, and operations (MRO), products and services. We offer more than 2 million products and have over 80 years of experience across dozens of industries. We aim to execute our Built to Make You Better brand promise for all our stakeholders, including our associates.
Requisition ID :19464
Employment Type :Full Time
Job Category :Sales
Work Location :Grand Rapids, MI


BRIEF POSITION SUMMARY
The Regional Sales Manager (RSM) works to improve AIS's customer position and achieve financial growth in medium and large manufacturing customers (with potential of >$250,000). The RSM aligns with AIS's long-term strategic goals, builds key customer relationships, identifies incremental business opportunities, increases share of wallet, negotiates and closes business deals, and maintains extensive knowledge of current market conditions. The RSM will collaborate with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue and profit. To achieve this, they need to identify unmet needs within their existing customers where AIS's value proposition should be implemented for recognized benefit. The RSM will be required to network within the customer's organization to meet with influencers to add both direct and indirect material where AIS's solutions can be applied. Success in this role is defined by increasing “Share of Wallet” within existing customers.

DUTIES AND RESPONSIBILITIES

• Responsible for identifying, pursuing, and transitioning incremental programs and/or parts to AIS within the existing account package.

• Applies extensive solutions, product, financial, and market knowledge to sell accounts.

• Maintains highly accurate and complete funnel analytics demonstrating strategic ownership of business and identifying a plan to achieve growth within the account base.

• Ensures accurate and current management of content in funnel, win/loss, launch status, CRM, and other platforms for communicating business resource needs to the organization.

• Contacts appropriate management levels and decision makers within prospect organizations to propose and secure new business, leveraging insight-selling concepts, tools, and value-proposition content.

• Negotiates pricing and terms within accounts to ensure maximum revenue and profit from new business, including terms and conditions that minimize company risk.

• Prepares detailed financial models forecasting account performance over the life of the agreement.

• Communicates financial performance expectations across leadership teams.

• Develops and communicates all aspects of newly signed business to department resources (Inside Sales Team, Operations, etc.), field sales (SVP, Directors, etc.), and company teams (legal, supply chain, e-commerce, sourcing, VMI where applicable) to ensure rapid and complete penetration and revenue growth of incremental business.

• Demonstrates superior communication and negotiation skills to align business goals across functional teams.

• Submits all required sales and expense reports to management in a timely manner; proactively entertains in assigned accounts when pre-approved.

• Manages travel and entertainment to meet assigned budgets; utilizes phone, webcast, and on-site visits efficiently to establish regular cadence with field leadership and large customer/prospect sites.

• Learns and fosters the AIS culture in the department and throughout the company to ensure unity of purpose and fulfillment of AIS's mission.

JOB DESCRIPTION

• Clearly demonstrates a can-do attitude in supporting new initiatives and programs designed to meet customer needs. Uses a proactive problem-solving approach to overcome obstacles for customer compliance, growth, and profitability.

• Communicates collaboratively with cross-functional teams.

• Drives the MSC culture in the department and throughout the company to ensure fulfillment of MSC's vision and unity of purpose.

• Participates in special projects and performs additional duties as required.

Indicates essential duties.
To perform this job successfully, an associate must be able to perform each essential duty satisfactorily. The requirements listed below represent the knowledge, experience level, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

EDUCATION AND EXPERIENCE

• Associate or BS in a Sales, Marketing, or Technical field is preferred.

SKILLS

• Ability to execute AIS's strategic sales process and manage an extended sales cycle.

• Demonstrated track record of excellent sales, negotiation, relationship building, and closing skills and techniques.

• Knowledge of Microsoft Office programs and CRM database.

• Experience in solution selling to the OEM is a plus.

• Strong presentation skills; able to communicate professionally as a dynamic speaker and in written responses to emails, RFPs, RFIs, and reports.

• Strong business and financial acumen, including advanced analytics skills and the ability to plan, track, and evaluate data.

• Strong analytical skills, quick decision-making ability, and the ability to perform effectively in both team and independent work environments.

• Demonstrated project-management skills.

• Strong interpersonal and communication skills at senior management levels (oral and written), with strong attention to detail and follow-through.

• Self-motivated to meet specific sales goals.

• Demonstrates competitive spirit and ability to overcome obstacles to success.
  

Strong time-management skills and ability to work independently to achieve sales goals outlined by management.


Compensation starting at $85,000 - $110,000 depending on experience.

The salary range represented is based on similar roles in comparable industries, and the cost of labor in respective cities. Actual compensation is based on the candidate’s relevant experience, education requirements and peer pay equity. The Company reserves the right to modify the range as market conditions change.

Applicants must be currently authorized to work in the United States. We are unable to sponsor or take over sponsorship of an employment Visa for this position at this time.
This job posting will remain open for a minimum of 7 business days from the original posting date or longer as needed to fill the position.


WHY MSC?
People. Collaboration. Insight. That's how you build something that works. Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 80+ years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply chain solutions. We care about our associates and have programs in place to help our 6,500+ team members achieve their potential.

OUR COMMITMENT TO YOU
Our associates are our top priority and investing in their well-being is one way we execute our Built to Make You Better brand promise. Alongside competitive pay, we have a comprehensive benefits program to support you and your family's health, well-being and financial future. We offer dynamic healthcare plans, generous 401K and stock purchasing programs, tuition reimbursement opportunities, and paid time away for holidays, vacations, and illness. Visit our page for a better look at our extensive benefits: Your Future Benefits.
You will also have the opportunity to join our Associate Inclusion Circles: Women, Pride, Black, Generational, Veterans, HOLA, and Able. These circles are open to all associates and are designed to promote awareness, collaboration, and respect.

EQUAL EMPLOYMENT OPPORTUNITY STATEMENT
At MSC, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all qualified applicants and our associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation or any category protected by applicable law. Accommodation requests can be made at any stage of the recruitment process; applicants are asked to make their needs/requirements known.