Strategic Accounts Regional Director

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 :19639

Employment Type :Full Time

Job Category :Sales

Work Location :Columbus, OH

BRIEF POSITION SUMMARY:

The Regional Director, Strategic Accounts, is responsible for setting the vision and leading the strategy for teams managing and retaining select key accounts with portfolios greater than $250K in potential revenue. This role ensures profitable growth by driving customer analysis, shaping strategic account plans, and overseeing value realization across the portfolio. The Director provides enterprise-level direction to maximize account penetration and retention, ensuring measurable value through cost savings initiatives, continuous improvement reviews (CIRs), and solution optimization. As a senior leader, the Director cultivates and sustains trusted executive relationships with customer C-suite and senior leaders in Operations, Supply Chain, Procurement, and Engineering, while also aligning MSC's internal resources to deliver consistent execution and adoption at scale. In addition, this role partners with senior Business Development leadership to shape late-stage deal strategies, accelerate closure, and ensure seamless onboarding. By aligning customer strategies with MSC's long-term growth objectives, the Director positions MSC's solutions as a differentiated and sustainable competitive advantage.

DUTIES AND RESPONSIBILITIES

• Define and drive the strategic direction for managing and retaining key account portfolios exceeding $250K in potential revenue, ensuring profitable growth, long-term enterprise customer success, and alignment with MSC's business objectives.
• Shape and oversee strategic account planning, leveraging advanced analytics and customer insights to identify opportunities for deeper penetration, multi-business unit expansion, and retention risk mitigation.
• Establish enterprise-wide account health standards, monitoring risks and guiding senior leaders in deploying interventions that protect revenue and strengthen relationships.
• Define negotiation and renewal strategies for complex or underperforming accounts, ensuring profitability, value realization, and alignment with MSC's long-term growth objectives.
• Ensure delivery of measurable enterprise value, including cost savings initiatives, solution optimization, and profitability that reinforce MSC's competitive positioning.
• Sponsor Quarterly Business Reviews (QBRs) and Continuous Improvement Reviews (CIRs) at the executive level, showcasing value creation, driving alignment on new growth opportunities, and serving as a customer advocate within MSC.
• Build and sustain trusted executive relationships with customer C-suite leaders and MSC's senior internal stakeholders across Operations, Supply Chain, Procurement, Engineering, Marketing, and IT.
• Collaborate with senior Business Development leadership and cross-functional teams to influence late-stage deal strategy, accelerate closure, and ensure enterprise-level onboarding success.
• Oversee customer onboarding frameworks, ensuring a seamless transition from sales to delivery, scalable adoption across sites and business units, and alignment with global account strategies.
• Provide leadership and direction to Strategic Account Managers and Strategic Development Consultants, establishing performance standards, succession planning, and talent development.
• Align organizational resources to customer priorities, driving consistency in execution while fostering a culture of accountability, collaboration, innovation, and continuous improvement.
• Champion the use of digital tools and platforms to enhance account management efficiency, customer engagement, and value delivery.

QUALIFICATIONS

What You Need:

• Bachelor's degree in business or equivalent experience required.
• Minimum of 10 years of progressive sales and marketing success, including at least 3 years in industrial, manufacturing, or distribution sales.
• Proven success in leading, mentoring, coaching and developing high-performing teams to drive profitable solution sales and consistently surpass revenue objectives and foster a culture of accountability and continuous improvement.
• Extensive experience in leading complex negotiations, influencing at multiple organizational levels, and building trusted relationships with senior-level customer stakeholders.
• Ability to define and execute strategic account plans that align with organizational objectives, ensuring long-term customer success and revenue growth.
• Strong ability to interpret customer financial statements and translate insights into actionable strategies that drive profitability and long-term growth.
• Expertise in leveraging financial models and data analytics to guide teams in crafting tailored, value-driven solutions.
• Demonstrated excellence in project management, with a proven history of delivering measurable results through cross-functional collaboration and disciplined execution.
• Skilled at aligning organizational resources to customer priorities, ensuring consistency in execution and scalability across business units.
• Advanced proficiency in Microsoft Word, Excel, PowerPoint, and Salesforce.com (CRM), with the ability to synthesize data from multiple systems to inform decision-making.
• Experience leveraging digital tools and platforms to enhance sales processes, customer engagement, and operational efficiency.
• Strong analytical and problem-solving skills, with the ability to synthesize complex data sets and guide teams in developing innovative, data-driven solutions.
• Proven ability to adapt quickly to changing market conditions and business priorities, maintaining focus on strategic objectives.
• Exceptional written and verbal communication skills, including the ability to develop and deliver impactful executive-level presentations.
• Skilled at fostering alignment and collaboration across cross-functional teams (e.g., Marketing, Product Management, Finance) and with leaders holding competing priorities.
• Self-motivated and adaptable, with a demonstrated ability to build and lead teams that thrive in both collaborative and independent work environments.
• Skilled at fostering a culture of accountability, innovation, and customer-focused execution, ensuring alignment with organizational values and strategic goals.

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 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 at152,950.00 - 284,050.00 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 7 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.