Gov't Sales Mgr

Work Location Type: Onsite
As a leading industrial distributor with operations primarily in North America, Japan and the United Kingdom, We Keep The World Working® by serving more than 4.5 million customers worldwide with products delivered through innovative technology and deep customer relationships. With 2023 sales of $16.5 billion, we're dedicated to providing value for customers, fostering an engaging culture for team members and driving strong financial results.
Our welcoming workplace enables you to learn, grow and make a difference by keeping businesses running and their people safe. As a 2024 Glassdoor Best Place to Work and a Great Place to Work-Certified™ company, we're looking for passionate people to join our team as we continue leading the industry over our next 100 years.
Position Details:
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 Co-operative, Agency, and segment strategy of over $40M - $500M. Will work across the government function with all sales teams to ensure the national strategy is effectively and consistently executed. These organizations have complex infrastructures which require excellent relationship management. You will report to directly to the Regional Sales Manager, Government.
You Will:

• Develop, maintain and grow Co-operative, 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 Co-operative, 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 Co-operative, Agency and segment strategy solutions are in place and executed.

• Develop and collaborate with DA/Small Business partners to leverage government set aside spend.

You Have:

• Previous Sales team leadership with 10+ yrs. professional 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

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.
We are committed to fostering an inclusive, accessible 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. With this in mind, should you need a reasonable accommodation during the application and selection process, please advise us so that we can provide appropriate assistance.