Regional Key Accounts Leader

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 : 19975
Employment Type : Full Time
Job Category : Sales
Work Location : Richmond, VA
Brief Position Summary
The Regional Key Accounts Leader, leads a team in driving sales growth by expanding relationships with existing customers and capturing cross-sell and upselling opportunities within key account locations. Overseeing teams managing portfolios with potential revenues ranging from $25K to $250K, this role emphasizes both strategic account management and effective people leadership. The Leader is responsible for coaching and developing Market Development Consultants, ensuring disciplined execution of sales strategies, and fostering a high-performance culture focused on accountability and results. Key priorities include new account acquisition, deepening product penetration particularly within VMI accounts and guiding the team in delivering on-site service and comprehensive account management to maximize customer retention and sustainable growth.
Duties And Responsibilities

Lead and develop a team of Market Development Consultants, building capabilities in customer engagement, account growth, and solution selling.
Build and strengthen relationships with customers at both functional and executive levels, ensuring retention, satisfaction, and alignment with current and future needs.
Direct the development and execution of strategies to deepen penetration within accounts, expand revenue opportunities, and achieve team sales and retention targets.
Serve as a trusted advisor by guiding the team in delivering tailored, value-driven solutions that address customer priorities.
Oversee the implementation of major company programs and initiatives within assigned territories and accounts.
Ensure effective use of CRM and account management systems to track sales activity, analyze trends, and deliver accurate forecasting and reporting.
Partner with internal teams to drive operational excellence and hold the team accountable for exceeding customer expectations through strong service orientation and follow-up.
Lead daily operations by overseeing order processing, scanning and verification of shipments, inventory accuracy, and return management to ensure efficiency, accuracy, and team performance.
Oversee and manage account receivables ensuring financial health through timely collections and disciplined processes.
Drive the setup, adoption, and optimization of vending and VMI services at new or existing account locations.
Collaborate with senior sales leadership to design competitive pricing strategies for non-contract customers.
Monitor market trends, competitors, and emerging technologies, equipping the team to provide forward-looking solutions to customers.
Prepare and review timely, accurate sales reports to ensure alignment with management expectations and performance standards.
Foster a culture of collaboration, innovation, accountability, and continuous improvement that reflects company values.
Represent Market Development Consultants in cross-functional initiatives, ensuring alignment of team execution with broader organizational goals.

Qualifications
What You Need:

Bachelor's degree in business, sales, or a related field required; advanced degree a plus (or equivalent experience).
5+ years of progressive sales experience with a track record of success in new account acquisition, retention, and account penetration; at least 2 years of people leadership experience preferred.
Experience leading teams within industrial supply, manufacturing, or related industries (e.g., fasteners, chemicals, MRO, electrical, or food processing) strongly preferred.
Demonstrated ability to coach, mentor, and develop sales talent while holding teams accountable for performance.
Strong business acumen with the ability to analyze financial and operational data, develop action plans, and drive sustainable results.
Excellent communication, presentation, negotiation, and executive relationship-building skills.
Proficiency in CRM systems, Microsoft Office (Word, Excel, PowerPoint), and other digital tools; ability to adapt quickly to new technologies and systems.
Strong organizational and time management skills, with the ability to lead multiple priorities across territories.
High degree of integrity, professionalism, and commitment to building long-term customer partnerships.
Willingness to travel within assigned territories; valid driver's license and insurance as required by state law.
Ability to work effectively from a home office while managing a dispersed field sales team.

Bonus Points If You Have

Industrial or manufacturing segment experience preferred

Other Requirements

A valid driver's license may be required.
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.
Compensation starting at $83740 - $131591 plus commission opportunities, 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.