Enterprise Business Development Executive- Remote

MSC is a leading North American distributor of metalworking and maintenance, repair, and operations (MRO) products and services. The Enterprise Business Development Executive is responsible for acquiring new National Accounts by securing high-value contracts, driving growth through strategic prospecting, and building relationships with key stakeholders.

Responsibilities:

• 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 rollout
• Actively support new initiatives and programs, demonstrating a problem-solving mindset to overcome obstacles and drive customer compliance, growth, and profitability

Requirements:

• Bachelor's degree in Business or equivalent experience
• Minimum 5 years of success in pursuing and securing large National Accounts ($3M+ annually)
• Proven ability to meet and exceed new business sales plans valued at $3M+ per year
• Demonstrated expertise in sales strategy, prospecting, negotiation, relationship building, and closing
• Strong background in selling profitable solutions or services; supply chain and operations knowledge preferred
• Proficiency in Microsoft Word, Excel, PowerPoint; Salesforce.com experience preferred
• Strong business and financial acumen, including P&L management, advanced analytics, and customer financial modeling
• Experience in strategic planning, including 3–5-year financial models
• Skilled at presenting and communicating professionally across senior management levels, both written and verbal
• Demonstrated project management ability, with accountability for execution and follow-through
• Ability to analyze data, recommend solutions, and adapt quickly in changing environments
• Proven history of cross-functional collaboration (e.g., Marketing, Product Management, Finance)
• Strong interpersonal skills, competitive spirit, and resilience in overcoming obstacles
• Self-motivated and independent, with a track record of driving results in team and individual settings
• Ability to challenge the status quo, influence decision makers, and drive compliance/customer behavior through insights
• A valid driver's license may be required
• Position requires up to 50-60% of 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”)
• Salesforce.com experience preferred
• Industrial or manufacturing segment experience preferred