MSC Industrial Supply Co. Customer Development Regional Manager in Toledo, Ohio
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 to find out why you should work at MSC and join us as we continue to build a diverse and inclusive workplace.
Requisition ID : 4994
Employment Type : Full Time
Job Category : Sales / Business Development
Work Location : Toledo, OH
State or Province : Ohio (US-OH)
Potential Work Location : United States : Ohio : Toledo
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:
Participates in special projects and performs additional duties as required.
Drives the MSC Culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC’s mission.
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.
Take corrective action up and including termination for associates consistently performing below expectations.
Documents consistent under performance below job expectations on a regular basis and changes in behavior needed to drive associate success.
Provides training reinforcement and support as needed to position associates for success.
Work closely with MSC sales leadership and Human Relations Business Partner to hold associates accountable to meet or surpass performance expectations.
Supports and emphasizes a positive relationship between Customer Development Managers and MSC field leadership, corporate support liaisons and other MSC associates.
Develops a departmental budget and ensures adherence to budget.
Provides management with all required sales and expense reports.
Establishes and maintains a working relationship with key MSC Marketing, Product, and Accounting department associates to keep abreast of current and new products/services.
Represents accounts in e-business cross-functional initiatives.
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.
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.
Holds team accountable for maintaining consistent engagement on targeted customers.
Prepares and delivers high level financial based strategic sales presentations.
Monitors customer satisfaction levels, monthly, for anticipated changes in customer business requirements.
Leads by example in ever changing business climate while adapting quickly to new challenges and communicates effectively across all team members.
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.
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.
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.
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.
Connect Customer Development team with MSC’s mission.
Build a high impact team.
Translate MSC’s strategy and go-to-market strategy into strategic plans with Customer Development Team.
Achieve Performance Goals
EDUCATION and EXPERIENCE:
Experience in managing business development teams or successful strategic sales history selling to medium and large manufacturers preferred.
Proven track record of successfully achieving sales targets through strategic customer engagement.
Five years of demonstrating progressive growth in job competences and responsibilities.
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 sales experience negotiating strategic agreements and building financial based proposals preferred or equivalent experience.
A Bachelor’s Degree in Business preferred or equivalent experience.
Strong strategic acumen. Significant experience connecting teams to the organizational strategy is preferred.
Strong people acumen. Significant experience developing associates is preferred.
Strong organizational acumen. Significant experience working cross-functionally and removing barriers is a must.
Strong finance and business acumen. Significant experience with financial based business proposals is a must.
Knowledge of e-business as it relates to large and complex customers is required.
Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required.
Leadership style rewards success and holds associates accountable for performance
Thrives in a competitive leadership role. Proven pattern of success in past accomplishments.
Experience developing individual contributors and future leaders. Previous involvement in mentorship and protégé programs is helpful.
Excellent presentation and communication skills are required. Leads by example through proven ability to demonstrate required strategic selling behaviors.
Ability to demonstrate and coach development of financially based modeling and translating those models into customer facing proposals
Ability to demonstrate and coach advanced funnel management and strategic selling activity
Proven strategic sales coach. Quickly analyzes associates selling strengths and weaknesses and coach to the trained skills following MSC’s coaching methodology.
Leadership change agent. Quickly adapts and leads others thru changes in business environment.
Directs Work effectively and clearly
- A valid driver’s license and the ability to travel extensively is required.
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, 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.