CATANO, PR 00962

About Grainger
At Grainger, the leading North American industrial distributor of products used by businesses to maintain, repair, and operate their facilities, you too can make an impact upon the future of our organization.

Grainger employees experience a unique working environment and the stability of an established industry leader combined with interesting opportunities to learn, grow, and make a difference for our customers.

At Grainger, we take pride in offering a benefits package that is among the best around. Just as our business strives to meet the changing needs of our customers, our benefits are designed to meet the diverse needs of our employees.

Job ID: 17052

Position Description:
To provide both corporate and site specific Puerto Rico government accounts relationship development at large, multi-site strategic accounts. These accounts will generally represent current sales greater than $1M and greater than $5M in potential. This includes initiating the relationship (new account development), developing existing accounts (account penetration), and managing accounts (maintaining and enhancing account relationships).

To negotiate, implement and ensure compliance to agreements with Puerto Rico Government accounts. To develop, expand, and maintain agreements that deliver strong revenue growth within our value proposition while improving profitability.


 Develop and implement programs and plans inside the Federal, state and municipal Puerto Rico government agencies for the accomplishment of Company sales objectives.
 Provide functional direction and personal involvement as required to support the Field in the planning, penetration and barrier removal within high potential sites.
 Improve and/or maintain rate of growth with existing Government Accounts and develop new agreements with targeted high potential new accounts.
 Evaluate, negotiate and direct the development, maintenance, or discontinuation of Account agreements through the contract management process.
 Negotiate significant profitable opportunities both with new and existing strategic customers for Grainger Industrial supply.
 Develop and implement value-added programs and key measurements that align the customer’s business objectives with our value proposition.
 Provide visible leadership and facilitation of the sales management process to create improved revenues and earnings for the Company.
 Coach Account Managers relative to the strategic and tactical implementation of customer specific market plans while providing feedback for their professional development.
 Provide leadership in Change Management methodology within the company and throughout the customer’s organization.
 Create and maintain a strong relationship plan with field and support management.

Position Requirements:
 Undergraduate degree or equivalent business experience. MBA preferred.
 Minimum 5-7 years of experience selling a structured value proposition, on Puerto Rico Federal, state or municipal government preferred.
 Knowledge on the Puerto Rico federal and state commercial regulations. Preferred
 Knowledge on the Puerto Rico government bidding process. Preferred.
 Experience selling to the General services administration of Puerto Rico.
 Demonstrated achievement in the following skill and competency areas:
 Opportunity Assessment
 Financial and Market Analysis
 Organizational Networking
 Commodity Management
 Implementation
 Resource Management
 Project Management
 Team Selling
 Negotiation
 Facilitation
 Communication
 Team Building
 Change Management
 Leadership
 Technology
 Planning and Forecasting
 Sales Management Process
Grainger is an equal opportunity employer.

Grainger is a Fortune 500 company and the leading broad line supplier of facilities maintenance products serving businesses and institutions throughout North America with sales of over $6 billion. Through its network of nearly 600 branches, large distribution network and multiple Web sites, Grainger helps customers save time and money by providing them with the right products to keep their facilities running.



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