Added - 10/15/24
Key Account Sales Consultant
Field Sales
Thornton, Colorado | Full Time
BRIEF POSITION SUMMARY:
The Key Account Sales Consultant works to improve MSC’s market position and achieve revenue and profit growth within Mid-Market customers ($200,000-$5,000,000 potential). The Key Account Sales Consultant will be assigned a portfolio of $2M - $4M in annual revenue with a majority of Mid-Market customers in the penetration stage of their lifecycle. This role aligns with MSC’s long-term strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals, and maintains extensive knowledge of current market conditions. The consultant will collaborate with the internal team and managers to increase sales opportunities to maximize revenue.
DUTIES and RESPONSIBILITIES:
- Offers unique perspective - Aligns insights to key customer priorities, reframing the way customers view their business.
- Drives two-way communication - Engages customers by linking their business priorities to our value proposition.
- Leverages Individual Value Drivers - Understands and influences a wide range of customer stakeholders.
- Incorporates Economic Drivers - Demonstrates knowledge of customer’s business and industry trends.
- Establishes value before ROI/financial terms - Qualifies and quantifies the impact of maintaining the status quo.
- Drives Momentum - Proactively advances the purchase decision without rushing the customer.
- Creates constructive tension by reframing how the customer thinks about the business.
- Tailors presentations and insights specific to customer’s industry, company, and contact.
- Mandatory usage of our Customer Relationship Management (CRM) tool – Salesforce.com (SFDC).
- Takes control of the purchasing process by guiding the customer on next steps.
- Identifies and arms the mobilizer with the toolkit to sell solutions throughout their organization.
- Researches and comprehends industry trends that will impact customers.
- Develops and maintains relationships with contacts that are users, influencers, and decision-makers.
- Teams with Subject Matter Experts (SMEs) to deliver expertise and value.
- Delivers Costs Savings Documentation on a scheduled cadence.
- Accurate management of content in funnel, win/loss, launch status, SFDC.
- Completes professional development training in a timely manner.
- Demonstrates a can-do attitude toward supporting new initiatives.
- Participates in special projects and cross-functional teams.
EDUCATION and EXPERIENCE:
- A Bachelor’s Degree in Business, Industrial Distribution, Manufacturing or equivalent experience is required.
- 2 years demonstrated track record of success in B2B sales is preferred.
- Proficient in Microsoft Word, Excel, and PowerPoint; Salesforce.com experience.
SKILLS:
- Ability to teach customers something new and compelling about their business.
- Ability to create constructive tension to drive action from the customer.
- Ability to tailor messaging relevant to customer, industry, and contact.
- Ability to guide customers on next steps and educate them on best practices.
- Demonstrated track record of excellent sales, negotiation, relationship building, and closing skills.
- Strong interpersonal and communication skills (oral and written).
- Self-motivated to meet specific sales goals.
- Ability to work independently and cross-functionally.
- Demonstration of competitive spirit and ability to overcome obstacles to success.
OTHER REQUIREMENTS:
- Capable of driving up to several hours per day to customer locations within an assigned territory.
- The ability to lift up to 50 lbs. is required.
- This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”).
Compensation starting at $70,980 – $111,540/year and up, dependent on candidate location and experience.
Why MSC? People. Collaboration. Insight. That’s how you build something that works. With more than one million product offerings and 75+ years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth. We care about our associates and have programs in place to help our 6,500+ team members achieve their potential.
Equal 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 associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation, gender identity/expression, or any category protected by applicable law.
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