Director, Vertical Market Sales Group

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 ID :21507

Employment Type :Full Time

Job Category :Sales

Work Location :Chicago, IL (Flexible on location as long as within the U.S.) 

Ideal candidate will be located in or near Chicago, IL, however location is flexible anywhere in the United States**

POSITION SUMMARY:

The Vertical Markets Field Sales Director (VMFSD) leads a national field sales organization responsible for approximately $400M in revenue and 100 sales associates through seven Team Managers. The role is accountable for driving sales excellence, revenue growth, and contribution margin performance while ensuring effective execution of Vertical Market strategies and programs.

The VMFSD provides leadership and operational oversight across the Vertical Markets organization, fostering collaboration among internal stakeholders, cross-functional teams, government and enterprise partners, and key suppliers. Responsibilities include financial forecasting, contract management, performance monitoring, market and competitive analysis, executive-level customer presentations, and strategic business updates.

Additionally, the VMFSD represents the Vertical Markets Group on enterprise initiatives and functional projects as directed by the Vice President of Vertical Markets.

DUTIES AND RESPONSIBILITIES

Profitable Sales Growth

• Responsible for meeting or exceeding growth and contribution margin targets set by VMG leadership/the company for the Vertical Markets Group (VMG)
• Consults with VP of Vertical Markets and executive teams to assist in developing strategic, long term sales plans and goals and identifying challenges, gaps or process deficiencies that could inhibit attainment of the company's objectives.
• Develops and cultivates strong customer relationships with the largest customers.
• Ensures timely review of all sales reporting and ensures management team makes necessary pivots to ensure attainment of short-term and long-term objectives set out by VP of VMG..

Strategic Planning

• Responsible for ensuring cross-functional communication and collaboration between key Associates that interact with the Vertical Markets Group to ensure efficient and effective delivery of the Sales Management Process (SMP) and ensure the sales teams are positioned to leverage MSC customer improvement activities for increased share gains.
• Leverages internal and external resources to analyze market data, competitive landscape, and resource alignment to ensure VMG programs are continually positioned for growth regardless of economic conditions or other external influences on account volume.
• Creates strategic plans, aligned to the VMG strategy, to maximize revenue growth while minimizing CM & GM%.

Leadership

• Performs all duties inherent to the role of MSC Director as defined by the MSC Code of Conduct including hiring, termination, review and performance. Acts responsibly as a director level job in a public company.
• Develop plans to attract, retain and develop associates in sales and sales management throughout the Vertical Markets group.
• Coaching associates to take responsibility for the growth and profitability of their program in their geographic territory. Works collaboratively to ensure industry leading performance and build the VMG brand externally.

Supply Chain

• Works with Customer Fulfillment Center leadership to ensure customer specific inventory needs are met and advise of material shifts in product demand to ensure adequate inventory provisions are met.
• Analyzes and authorizes placement of CAPEX investments in customer facilities up to $100,000
• Liaises with Supply Chain directors to ensure adequate coverage at customers' site to meet customer needs while maintaining company objectives on operating expense as a percent of revenue.

Category (Product)

• Develops and cultivates relationships with senior leadership at key strategic suppliers and works with them to ensure they are focused on supporting MSC at our customers
• Provides input and feedback to our category team to develop strategic shifts and new sku induction
• Fosters the MSC Culture in the department and throughout the company to ensure fulfillment of MSC's vision and unity of purpose.
• Participation in special projects and performs additional duties as required

QUALIFICATIONS

What You Need:

• Bachelor's degree in business, Sales, Marketing, or a related field or equivalent experience; advanced degree preferred.
• 10+ years of progressive sales leadership experience, including management of large, geographically dispersed field sales teams.
• Proven track record of driving revenue growth, profitability, and sales performance in complex, customer-facing environments.
• Experience leading leaders, including Team Managers and multi-level sales organizations.
• Demonstrated success managing large-scale customer programs, strategic accounts, and contract-based business models.
• Strong financial acumen with experience in forecasting, performance analysis, and contribution margin management.
• Experience collaborating across cross-functional teams, including Sales, Operations, Supply Chain, Finance, and Executive Leadership.
• Proven ability to influence and build relationships with senior customer stakeholders, suppliers, and external partners.
• Experience presenting business performance, market trends, and strategic recommendations to executive leadership.
• Strong knowledge of sales processes, performance metrics, and excellence best practices.
• Experience leading organizational change, executing strategic initiatives, and driving business transformation.
• Government, federal, or highly regulated industry sales experience preferred.

Bonus Points If You Have:

• Demonstrated leadership of organizations with responsibility for $300M+ in annual revenue and large, nationally distributed sales teams.
• Proven ability to develop and execute sales strategies that align with enterprise growth objectives and market opportunities.

Other Requirements:

• A valid driver's license may be required.
• Position requires up to 50% of travel
• This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”) - *if needed for specific orgs/roles*.

To perform this job successfully an associate must be able to perform each essential duty satisfactorily. The requirements listed are representative of knowledge, experience level and abilities required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential duties.

Compensation starting at $144800 - $227480 depending on candidate location and experience.

The salary range represented is based on similar roles in comparable industries, and the cost of labor in respective cities. Actual compensation is based on the candidate's relevant experience, education requirements and peer pay equity. The Company reserves the right to modify the range as market conditions change.

Applicants must be currently authorized to work in the United States. We are unable to sponsor or take over sponsorship of an employment Visa for this position at this time.

This job posting will remain open for a minimum of 3 business days from the original posting date or longer as needed to fill the position.

WHY MSC?

People. Collaboration. Insight. That's how you build something that works. Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 80+ years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply chain solutions. We care about our associates and have programs in place to help our 6,500+ team members achieve their potential.

OUR COMMITMENT TO YOU

Our associates are our top priority and investing in their well-being is one way we execute our Built to Make You Better brand promise. Alongside competitive pay, we have a comprehensive benefits program to support you and your family's health, well-being and financial future. We offer dynamic healthcare plans, generous 401K and stock purchasing programs, tuition reimbursement opportunities, and paid time away for holidays, vacations, and illness. Visit our page for a better look at our extensive benefits: Your Future Benefits.

You will also have the opportunity to join our Associate Inclusion Circles: Women, Pride, Black, Generational, Veterans, HOLA, and Able. These circles are open to all associates and are designed to promote awareness, collaboration, and respect.

EQUAL EMPLOYMENT OPPORTUNITY STATEMENT

At MSC, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all qualified applicants and our associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation or any category protected by applicable law. Accommodation requests can be made at any stage of the recruitment process; applicants are asked to make their needs/requirements known.

Please note that MSC uses electronic monitoring and system logs in its workplace, including monitoring of Company-provided systems and collaboration tools, as permitted by applicable law. #Sales