Strategic Accounts Leader

Serving customers and our community starts with the best people doing their best work. That is precisely what we have created at MSC Industrial Supply Co. We are a leading North American distributor of metalworking and maintenance, repair, and operations (MRO), products and services. We offer more than 2 million products and have over 80 years of experience across dozens of industries.

We aim to execute our Built to Make You Better brand promise for all our stakeholders, including our associates.

Requisition  :19540

Employment Type

:

Full Time Job Category :

Sales Work Location :

Elkhart, IN

The Strategic Accounts Leader is responsible for leading the management and retention of selecting key accounts overseeing teams with portfolios greater than $250K in potential revenue, ensuring profitable growth through customer analysis, strategic account planning, and value realization. This role directs efforts to maximize account penetration and long‑term retention by overseeing the delivery of measurable value through cost savings initiatives, continuous improvement reviews (CIRs), and solution optimization.

The Leader builds and sustains trusted executive‑level relationships with cross‑functional leaders in Operations, Supply Chain, Procurement, and Engineering, while guiding disciplined engagement at the site level to strengthen adoption and results. In addition, this leader partners closely with the Business Development team on late‑stage opportunities to support deal closure, oversee customer onboarding, and position MSC’s solutions as a long‑term competitive advantage.

• Oversee management and retention of key account portfolios exceeding $250K in potential revenue, ensuring profitable growth and long‑term customer success.
• Guide the development and execution of strategic account plans, ensuring alignment with business objectives and opportunities for deeper account penetration.
• Monitor account health and retention risks, directing interventions and supporting teams in safeguarding customer satisfaction.
• Lead negotiation and renewal strategies for underperforming or at‑risk accounts to optimize profitability and value realization.
• Ensure delivery of measurable cost savings initiatives, overseeing customer assessments, solution optimization, and documented profitability.
• Direct Continuous Improvement Reviews (CIRs) with senior stakeholders to showcase delivered value and identify new growth opportunities.
• Foster trusted relationships with internal and external executives across Operations, Supply Chain, Procurement, and Engineering, serving as an escalation point when needed.
• Collaborate with Business Development leadership on late‑stage opportunities, providing oversight to secure deal closure and strategic positioning.
• Oversee customer onboarding processes, ensuring teams deliver on commitments and drive solution adoption.
• Lead, coach, and develop Strategic Development Consultants, setting clear performance expectations and providing regular feedback.
• Align team resources to customer priorities while building capability through best practices in analysis, negotiation, and solution positioning, fostering a culture of accountability, collaboration, and continuous improvement.

• Bachelor’s degree in business or equivalent experience required.
• Minimum of 7 years of demonstrated sales and marketing success, including at least 2 years in industrial, manufacturing, or distribution sales.
• Proven success in leading high‑performing teams to drive profitable solution sales and consistently surpass sales objectives.
• Demonstrated excellence in leading negotiations, influencing at multiple organizational levels, and building senior‑level customer relationships.
• Ability to interpret customer financial statements and translate insights into strategic guidance, enabling teams to craft solution recommendations that drive profitability and long‑term growth.
• Solid project management skills with a solid history of accountability, measurable results and cross‑functional execution.
• Proficiency in Microsoft Word, Excel, PowerPoint, and  (CRM).
• Demonstrated analytical and…