Enterprise Business Development Executive- Remote

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 : 20684

Employment Type: Full Time

Job Category: Sales

Work Location: Remote

This is a remote position

The Enterprise Business Development Executive is responsible for driving net-new National Account acquisition at the parent/division level by securing high-value, multi-location enterprise contracts in target industries. This role builds a pipeline of strategic opportunities that feed directly into the National Accounts portfolio, with a focus on high-value manufacturing accounts. The Enterprise Business Development Executive drives growth through strategic prospecting, relationship development, and value-based, insight-led selling.

They develop and deliver data-driven proposals, presentations, and unsolicited offers that address customer needs, clearly communicate differentiated value, and position solutions competitively. Leading contract negotiations, they balance pricing and terms to maximize revenue and profitability while mitigating risk, ensuring agreements deliver sustainable ROI. The Enterprise Business Development Executive also ensures first-year performance aligns with approved targets through seamless onboarding, rapid implementation, and compliance with sales thresholds.

By partnering closely with internal teams, they support smooth handoffs that set the foundation for long-term account growth and expansion.

• Proactively identify, pursue, and secure agreements with high value manufacturing customers, accounts through proactive prospecting, relationship building and strategic value-based selling focusing on prospects with $20M+ total addressable market potential with centralized purchasing.
• Develop and deliver compelling, data-driven proposals, presentations, and unsolicited offers that effectively communicate the company’s value proposition, address customer needs, and leverage insight selling techniques to secure profitable agreements.
• Develop and leverage broad, multi-level relationship networks within target accounts particularly at the executive level to influence strategic direction, align with customer priorities, and drive sustainable long-term growth.
• Lead contract negotiations for multi-year, multi-solution contracts, including pricing and terms, to maximize revenue and profitability while minimizing company risk, ensuring first-year performance meets approved targets.
• Leverage advanced solutions, product, financial, and market knowledge to navigate and close complex sales opportunities.
• Conduct in-depth research and qualification of targeted account prospects, maintaining a robust sales funnel between 10 – 15 named accounts capable of exceeding annual revenue and profitability goals.
• Ensure accurate and up-to-date management of sales funnel analytics, win/loss data, and other key metrics in platforms like SFDC to demonstrate strategic business ownership.
• Respond strategically to Requests for Information (RFI) and Requests for Proposal (RFP), negotiating pricing and terms to maximize revenue and minimize risk.
• Gain a comprehensive understanding of customer business needs and service requirements to design and implement programs that meet pre-approved revenue and profit targets within the first year.
• Regularly pursue large prospects with unsolicited proposals, showcasing initiative and creativity in business development.
• Prepare detailed financial models to forecast account performance over the life of agreements and communicate these expectations across leadership teams.
• Collaborate with internal teams (Customer Success, Account Coordinators, Legal, Supply Chain, etc.) to ensure seamless implementation and rapid revenue growth from new agreements.
• Maintain proactive relationships with field leadership and customer support teams to address customer needs, customize account coverage, and ensure compliance with forecasted sales thresholds.
• Document and communicate customer service level expectations and address shortfalls with field leadership to maintain high standards of service delivery.
• Participate in professional development training, including negotiation, account planning, and company-supported programs, to continuously enhance skills and performance.
• Oversee the onboarding and handoff to internal teams, ensuring rapid implementation, compliance with agreed sales thresholds, and long-term account penetration.
• Partner with National Account Managers and Customer Success Managers to transition closed/won contracts with full intelligence and plan…