Company Overview

Grainger is a broad line, business-to-business distributor of maintenance, repair and operating (MRO) supplies and other related products and services. More than 3.2 million businesses and institutions worldwide rely on Grainger for products such as safety gloves, ladders, motors and janitorial supplies, along with services like inventory management and technical support. These customers represent a broad collection of industries including commercial, government, healthcare and manufacturing. They place orders online, on mobile devices, through sales representatives, over the phone and at local branches. Approximately 5,000 suppliers provide Grainger with more than 1.6 million products stocked in Grainger's distribution centers and branches worldwide.

Position Description

Please Note: This position may be filled at either the Manager or Senior Manager level. The Hiring Manager will determine level based upon the selected applicant's skillset relative to the qualifications listed for this position.

The Senior Manager/Manager Customer Coverage Analytics is responsible for evaluating, assessing and developing salesforce models for Grainger's different customer types. Designs and delivers critical reporting and analysis for the department. He/she is responsible for partnering with the sales organization. He/she is responsible for championing new innovative opportunities and applying the related parameters accordingly to maximize growth and ROI for North American Sales & Service (NASS)

• Proactively evaluate current Sales and/or Specialist strategy models and assess potential opportunities to improve customer coverage, seller effectiveness, and/or cost to serve
• Opportunity identification, strategic assessment and testing/piloting the designs for new/improved sales models. 
• Establish sales coverage strategy and architecture for aligned business unit within North American Sales & Service.
• Understand Sales Leader business objectives and translate into coverage model priorities
• Lead, structure and perform business and financial analyses to assess emerging model recommendations and implications if deployed.
• Develop key metrics that monitor and track the success rate of new initiatives.
• Evaluate ROI of current coverage strategies/sales models
• Stay current on industry best practices and insights; Understand leading trends and benchmarks by utilizing 3rd party resources
• Lead project teams without direct authority in a cross-functional environment
• Establish and maintain relationships with key business partners
• Communicate relevant updates, oral, written to leadership teams, cross functional business partners and Grainger executive

Position Requirements:

• Bachelors degree in business or related field required, MBA preferred.
• 3-5 years people leadership experience required.
• Excellent communication, verbal/nonverbal, and presentation skills
• Demonstrated critical thinking skills and strong business acumen
• Ability to influence results
• Familiar with use of strategic frameworks to solve ambiguous business problems and demonstrated strategic thinking capabilities.
• Good interpersonal skills, as evidenced by success in persuading and influencing others at a variety of levels without formal authority
• Ability to operate in matrix-managed environment (taking direction from others)
• Sales experience strongly preferred but not required (specifically working with Metalworking and Field Safety)
• Demonstrated critical thinking skills and strong business acumen
• Ability to manage and contribute to cross-functional teams and projects
• Ability to adapt to changing businesses processes, technologies and environments
• Strong PowerPoint and Excel skills
• Passionate about addressing customer needs

EEOC Statement

Grainger is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.