Director, Vertical Market Sales Group

About the role

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.

Responsibilities

• 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
• 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%
• 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
• Develops plans to attract, retain and develop associates in sales and sales management throughout the Vertical Markets group
• Coaches 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
• Works with Customer Fulfillment Center leadership to ensure customer‑specific inventory needs are met and advises 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
• 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