Enterprise Business Development Executive

MSC Industrial Supply Co.; United States; Remote; USD 61,000 - 97,000; Full time

Job summary

MSC Industrial Supply Co. is seeking an Enterprise Business Development Executive to drive national account growth from the parent/division level, targeting high-value manufacturing accounts.

This fully remote role builds a pipeline, conducts strategic prospecting, and delivers value-based selling. You will lead multi-year contracts, craft data-driven proposals, and negotiate terms to maximize revenue while mitigating risk.

Qualifications

• Bachelor’s degree in Business or equivalent experience.
• Minimum 5 years of success in pursuing and securing large National Accounts.
• Proven ability to meet and exceed $3M+ annual new business sales targets.
• Experience crafting data-driven proposals and negotiating terms.

Responsibilities

• Identify and secure high-value manufacturing accounts through proactive prospecting and value-based selling.
• Develop and deliver data-driven proposals, presentations, and unsolicited offers.
• Lead multi-year, multi-solution contract negotiations to maximize revenue and reduce risk.
• Develop executive relationships within target accounts to influence strategy.
• Maintain a robust sales funnel of 10–15 named accounts exceeding revenue goals.
• Collaborate with internal teams to ensure rapid onboarding and revenue growth.
• Manage funnel analytics and KPI reporting in SFDC.

Skills

Sales strategy

Prospecting

Negotiation

Relationship building

Executive communication

Cross-functional collab

Data analytics

P&L management

Education

Bachelor’s degree in Business or equivalent experience

Tools

Salesforce.com

MS Office

Job description

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 : 20684

Employment Type :Full Time

Job Category : Sales

Work Location : Remote

This is a remote position

BRIEF POSITION SUMMARY:

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.

DUTIES AND 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.

QUALIFICATIONS

What You Need:

• 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.

Bonus Points If You Have:

• Industrial or manufacturing segment experience preferred

Other Requirements:

• 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”)

INDICATES ESSENTIAL DUTIES

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 accommodations may be made to enable individuals with disabilities to perform the essential duties.

Compensation starting at $61425- $96525 plus commission, 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. #Sales