Company Overview
GRAINGER:Grainger is a global leading broad line supplier of facilities maintenance products serving businesses and institutions. Our 18,000 employees are driven to serve customers and the community in exceptional ways focusing on delivering the highest level of service. The Grainger team works closely with customers to better understand their challenges and provide cost-saving solutions. Grainger's employees serve customers more than 115,000 times every day through multiple channels. As part of a high-performing team, you’ll be able to develop your talents, and make a difference. Grainger is a Fortune 500 company and a perennial member of Fortune magazine's Most Admired Companies list.
Position Description
Primary Function:
Maximize sales for designated account packages in the Healthcare and Education Segment. Utilizing a Consultative approach, growth sales by implementing Grainger’s Core Value Proposition as well as developing and maintaining long lasting partnerships with customers. Utilizes internal & external resources to drive sales and achieve its goals. Maintains a high level of service with all customers and takes entire responsibility of each account relationship and results.
Principal Duties & Responsibilities:
Plans and organizes to visits customers on a daily basis
Takes pride in consistently meeting or exceeding quota and assumes personal responsibility for monthly sales attainment
Identify and classify existing account opportunities and potential by establishing call priorities and frequencies. (Pipeline report, customer action plan)
Develop and implement account penetration plans and strategies (Account Penetration Plans, Quarterly Business Reviews)
Uses a time management or activity tracking system to monitor progress. (Customer Action plan, Monthly Calendar)
Increase selling time by effectively using resources, minimizing distractions and avoiding procrastination.
Effectively listens and understands the information conveyed during a two-way engagement
Gathers and reviews information from multiple sources and effectively acts on findings
Conveys message in an organized, clear and brief manner ensuring that thoughts and ideas are well received and understood
Utilizes communication skills to test understanding, confirm next steps, and agreed upon timeline
Puts forth extra effort to overcome obstacles and accomplish goals
Take responsibility for action and provide customer with more than they expect
Implements innovative/creative approaches when a standard approach does not yield a desired outcome
Despite barriers, continues to look for new opportunities to grow the business
Identify positions of strength and positions of weakness and plan accordingly (Sales negotiation planner)
Develop strategies and present alternatives to reach agreement through collaborative efforts
Furnish information to answer customer’s questions, communicate next steps
Position Requirements:
Self-motivated, possessing a high energy level and a desire to win
Must be able to set up business relations at low, medium and high levels within the accounts assigned, should be able to negotiate contracts if necessary.
Possess the technological capabilities and understanding to communicate in today’s business environment
Ability to understand customer needs and concerns to help them get the job done and win their business
Ability to listen, gain trust and bring to closure an action, project, resolution or sale with customers
Be creative, think competitively and have a desire to win
Takes advantage of opportunities and solves problems without being asked, while makes decisions and completes assignments independently
Willing to change behavior if success is not achieved
Typically possesses a high energy level and is results driven
Acknowledge customers concern / problem and identify possible trends
Ability to utilize sales process to uncover customer objections/concerns, determine appropriate approach and provide solutions
Ability to influence customers and purchasing behavior to achieve goals beyond what is required
Must be able to articulate presentations and create plans for the accounts on the designated territories as well as QBR’s ( quarterly business reviews )
Minimum of 3 to 5 years of sales experience preferably in the MRO Market
Computer literate
College degree or equivalent experience (degree preferred)
Fluent bi-lingual, verbal & written English/Spanish
Highly desirable experience in selling to Government Accounts
Highly desirable experience in sales to Puerto Rico Electric Company and/or PR Aqueducts facilities
