Build a better career with MSC.

　　Serving customer and community starts with the very best people doing their very best work. That is precisely what we have at MSC Industrial Supply Co., a leading North American distributor of metalworking and maintenance, repair, and operations (MRO) products and services. Watch HERE (https://youtu.be/VvCFDMQRyM8) to find out why you should work at MSC and join us as we continue to build a diverse and inclusive workplace.

　　Requisition ID :14605

　　Employment Type :Full Time

　　Job Category :Sales / Business Development

　　Work Location :Woburn, MA

　　State or Province :Massachusetts (US-MA)

　　Potential Work Location :

　　BRIEF POSITION SUMMARY:

　　The Regional Manager Customer Development will be responsible for leading the BDR and/or BDE (Business Development Representative / Business Development Executive) team to ensure that they improve MSC’s market position and achieve financial growth in Medium, Large and Large manufacturing customer segments ($200,000 - $5,000,000) to expected levels of achievement. The Regional Manager follows a formal coaching model with the Business Development Associates to embed and reinforce critical skills and continued skill development activity to help move opportunities through the opportunity funnel. The Regional Manager coaches the Business Development associates through MSC’s prescribed strategic sales methodology and process during deal pursuits to ensure strength of strategic plan and to increase probability of success. The Regional Manager will meet with strategic clients to assist Business Development associates through strategic plans and make presentations in critical stages of the sales process.

　　DUTIES and RESPONSIBILITIES:

　　Achieve Performance Goals

　　Translate MSC’s strategy and go-to-market strategy into strategic plans with Customer Development Team.

　　Build a high impact team.

　　Connect Customer Development team with MSC’s mission.

　　The Customer Development Leader guides the Customer Development associates through MSC’s prescribed sales methodology and process during deal pursuits to ensure strength of strategic plan and to increase probability of success.

　　The Customer Development Leader will meet with major clients to assist Customer Development Associates through strategic plans and make presentations in critical stages of the sales process.

　　Establishes clear and concise development programs for all associates to help them obtain their professional goals. This includes individual contributors, management candidates or others who desire to pursue other career opportunities with MSC.

　　Responsible for team sales, gross margin, and contribution margin growth as budgeted annually. Proactively anticipates business changes and implements additional incremental growth programs as needed to surpass annual budgets for sales and contribution margin growth. Drives all MSC strategic initiatives for sales and contribution margin growth. Targets and aligns internal resources with targeted growth industry segments and customers.

　　Leads by example in ever changing business climate while adapting quickly to new challenges and communicates effectively across all team members.

　　Monitors customer satisfaction levels, monthly, for anticipated changes in customer business requirements.

　　Prepares and delivers high level financial based strategic sales presentations.

　　Holds team accountable for maintaining consistent engagement on targeted customers.

　　Ability to Lead across the business to align resources needed to meet customer needs. Specifically communicates resources needed to drive high compliant contracts and revenue extraction.

　　Effectively balance MSC’s best interest in terms and conditions against customer requirements. Prepare detailed financial models documenting customer performance over the life of an agreement. Communicate financial performance expectations and shortfalls across leadership teams. Takes initiative to renegotiate agreements with underperforming customers.

　　Represents accounts in e-business cross-functional initiatives.

　　Establishes and maintains a working relationship with key MSC Marketing, Product, and Accounting department associates to keep abreast of current and new products/services.

　　Provides management with all required sales and expense reports.

　　Develops a departmental budget and ensures adherence to budget.

　　Supports and emphasizes a positive relationship between Customer Development Managers and MSC field leadership, corporate support liaisons and other MSC associates.

　　Work closely with MSC sales leadership and Human Relations Business Partner to hold associates accountable to meet or surpass performance expectations.

　　Provides training reinforcement and support as needed to position associates for success.

　　Documents consistent under performance below job expectations on a regular basis and changes in behavior needed to drive associate success.

　　Take corrective action up and including termination for associates consistently performing below expectations.

　　Performs all duties inherent in the role of MSC Manager as defined by the MSC Code of Conduct including hiring, termination, review, and development of associates.

　　Drives the MSC Culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC’s mission.

　　Participates in special projects and performs additional duties as required.

　　EDUCATION and EXPERIENCE:

　　A Bachelor’s Degree in Business preferred or equivalent experience.

　　Five years sales experience negotiating strategic agreements and building financial based proposals preferred or equivalent experience.

　　Five years management experience leading strategic business development teams or proven MSC strategic experience leading cross functional teams multiple times, while continuously accomplishing team goals. (i.e. Team building skills, leading projects, leadership development program, and mentor/coach others).

　　Five years of demonstrating progressive growth in job competences and responsibilities.

　　Proven track record of successfully achieving sales targets through strategic customer engagement.

　　Experience in managing business development teams or successful strategic sales history selling to medium and large manufacturers preferred.

　　SKILLS:

　　Leadership change agent. Quickly adapts and leads others thru changes in business environment.

　　Proven strategic sales coach. Quickly analyzes associates selling strengths and weaknesses and coach to the trained skills following MSC’s coaching methodology.

　　Ability to demonstrate and coach advanced funnel management and strategic selling activity

　　Ability to demonstrate and coach development of financially based modeling and translating those models into customer facing proposals

　　Excellent presentation and communication skills are required. Leads by example through proven ability to demonstrate required strategic selling behaviors.

　　Experience developing individual contributors and future leaders. Previous involvement in mentorship and protégé programs is helpful.

　　Thrives in a competitive leadership role. Proven pattern of success in past accomplishments.

　　Leadership style rewards success and holds associates accountable for performance

　　Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required.

　　Knowledge of e-business as it relates to large and complex customers is required.

　　Strong finance and business acumen. Significant experience with financial based business proposals is a must.

　　Strong organizational acumen. Significant experience working cross-functionally and removing barriers is a must.

　　Strong people acumen. Significant experience developing associates is preferred.

　　Strong strategic acumen. Significant experience connecting teams to the organizational strategy is preferred.

　　COMPETENCIES:

　　Directs Work effectively and clearly

　　Manages Conflict

　　Situational Adaptability

　　Instills Trust

　　Effective Communication

　　Customer Focus

　　Decision Quality

　　Drives Results

　　Collaborates

　　Develops Talent

　　MISCELLANEOUS:

　　A valid driver’s license and the ability to travel extensively is required.

　　Compensation starting at $138369 - $197670 depending on experience.

　　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 75+ 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.

　　When you join our team, you will receive rewards and recognition for your contributions, training and professional development opportunities, Associate Inclusion Circles: Women, Pride, Black, Veterans, HOLA and DisABLEd as well as a variety of benefits to support you and your family's health, well-being, and financial future. If you are inspired to learn, take risks, and succeed as a team, you can build a better career at MSC.

　　Equal 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, gender identity/expression or any category protected by applicable law. By applying to this job you agree to the Application and Acknowledgment Declaration terms. Click HERE (https://jobs.mscdirect.com/content/Acknowledgement/?locale=en_US&previewLink=true&referrerSave=false) to review.