Enterprise Accounts Executive III

BUILD A BETTER CAREER WITH MSC

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  :19801

Employment Type :Full Time

Job Category :Sales

Work Location :Nashville, TN

The Enterprise Accounts Executive III is responsible for developing long-term relationships with strategic customers. This role involves understanding the customers' business needs and proposing solutions that align with their strategic goals, ultimately driving sales and achieving revenue and profit targets. Ideal candidates must have excellent communication, collaboration, strategic planning, negotiation, financial and listening skills. The Enterprise Accounts Executive III must have strong process discipline, financial acumen, and the ability to build and execute strategic account plans by collaborating cross-functionally across the entire organization including c-level suite.

Additionally, they must have an excellent understanding of the Challenger Sales Methodology and end market expertise.

• Drive profitable growth by expanding penetration across assigned national accounts with $20M+ total addressable market, achieving revenue and gross margin targets.
• Cultivate trusted executive relationships
  , serving as a strategic advisor with deep knowledge of the customer's business, industry, and emerging trends. Align MSC's solutions to advance customer priorities.
• Design and execute comprehensive strategic account plans
  , integrating input from Key Accounts, Business Development, Specialists, and Commercial Operations to achieve shared outcomes.
• Lead high-stakes negotiations and enterprise renewals
  , proactively securing multi-year commitments and renegotiating underperforming contracts to ensure profitability and compliance.
• Develop and manage financial models that forecast account performance over the life of agreements; regularly analyze variances and communicate insights to leadership.
• Shape account coverage strategies with field leadership, balancing service levels, operational efficiency, and cost optimization in partnership with customer support teams.
• Conduct executive-level business reviews (QBRs/CIRs) to assess performance, present financial insights, and deliver forward-looking proposals that address evolving customer objectives.
• Translate strategic account plans and contract updates into clear execution priorities for sales and service teams, balancing customer initiatives with MSC's shareholder goals.
• Oversee enterprise site implementations
  , setting strategic objectives, tracking progress, and ensuring successful adoption through collaboration and coaching.
• Champion proactive problem-solving by addressing barriers, driving corrective action, and ensuring customer compliance, growth, and long-term profitability.
• Represent MSC at industry events and executive forums
  , strengthening customer networks and reinforcing MSC's thought leadership and market presence.
• Contribute to strategic projects and innovative initiatives
  , advancing MSC's mission, culture, and continuous improvement across customer solutions.

• A bachelor's degree in business preferred or equivalent experience.
• Minimum of ten years progressively more responsible outside sales experience in industrial distribution, including a minimum of 5 years sales management experience with a minimum of 5 years managing multiple locations and major national accounts are required.
• Excellent written and verbal communication skills.
• Excellent relationship building and stakeholder management skills, with the ability to engage decision makers and influencers.
• Strong problem solving and analytical skills with the ability to analyze data, identify trends and recommend actionable improvements.
• Proficiency in CRM software (Salesforce or equivalent) and data analysis tools (Excel, Tableau).
• Proficiency in Microsoft Office Suite.

Bonus Points If You Have:

• Industrial or manufacturing segment experience preferred

• A valid driver's license may be required.
• Position requires 50-60% travel
• Ability to lift up to 50 lbs and perform physical tasks (walking, bending, standing for long periods).
• Willingness to comply with customer safety and PPE protocols.

• This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”)

To perform this job successfully an associate must be able to perform each essential duty satisfactorily. The requirements listed are representative of knowledge,…