National Government Sales Manager - Army & Air Force

National Government Sales Manager - Army & Air Force

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.

You will:

• 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 & FED CIV 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

You have:

• 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
• You should live in a major metro market (Airport Hub)

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex (including pregnancy), national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, protected veteran status or any other protected characteristic under federal, state, or local law. We are proud to be an equal opportunity workplace. We are committed to fostering an inclusive, accessible work 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. If you need a reasonable accommodation during the application and selection process, including, but not limited to use of our website, any part of the application, interview or hiring process, please advise us so that we can provide appropriate assistance.