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. The Key Account Sales Consultant 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 Key Account Sales Consultant will collaborate with the internal team and managers to increase sales opportunities to maximize revenue. The Key Account Sales Consultant will utilize account planning tools, prescriptive analytics, and research from marketing to teach customers something new and compelling about their business that leads to MSC’s differentiated solutions.
DUTIES and RESPONSIBILITIES:
- Offers unique perspective - Aligns our unique insights to key customer priorities, reframing the way customers view their business. Consistently shares newsworthy insights about the market, educating them on new issues and outcomes, and helping them avoid potential landmines. Embraces tension in commercial conversations.
- Drives two-way communication - Engages the customer by deliberately linking their business priorities to our value proposition. Engages in dialogue with customers, constructively creating tension to help the customer learn something new. Surprises the customer with insight.
- Leverages Individual Value Drivers - Understands and influences a wide range of customer stakeholders. Develops a distinct strategy for engaging critical stakeholders. Consistently demonstrates an ability to link supplier capabilities to specific, individual stakeholder objectives.
- Incorporates Economic Drivers - Has a deep knowledge of the customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.
- Establishes value before ROI/financial terms - Qualifies and quantifies the impact of maintaining the status quo or pursuing competitors' solutions.
- Drives Momentum - Proactively advances the purchase decision without rushing the customer. Rallies internal resources to ensure deal momentum.
- Create constructive tension by reframing how the customer thinks about the business. Leverage data and facts from research, benchmark data, and best demonstrated practices to introduce new ideas.
- Tailor presentations and commercial insight specific to customer’s industry, company, and contact.
- Mandatory usage of our Customer Relationship Management (CRM) tool – Salesforce.com (SFDC) and adherence to prescribed actions under the MSC Sales Management Standards.
- Take control of the purchasing process by guiding the customer on next steps and anticipated roadblocks.
- Identify and arm the mobilizer with a toolkit to sell your solutions throughout their organization.
- Understand our customers’ value propositions and key business objectives regarding growth and profitability.
- Research and comprehend industry trends that will impact customers.
- Develop and maintain relationships with contacts that are users, influencers, and decision-makers.
- Team with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific categories of products and solutions.
- Deliver Costs Savings Documentation on a scheduled cadence to demonstrate value of differentiated services and solutions.
- Accurate, current management of content in funnel, win/loss, launch status, SFDC, and other platforms for communicating business resource needs to the organization.
- Professional development training will be completed in a timely manner as assigned.
- Participates in special projects and cross-functional teams and performs additional duties as required.
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, presentation, and proposal relevant to customer, industry, and contact.
- Ability to take control of the purchasing process by guiding customers to next steps.
- Demonstrated track record of excellent sales, negotiation, relationship building, and closing skills.
- Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required.
- Must have a track record of meeting and exceeding agreed upon sales plan.
- Strong interpersonal and communications skills (oral and written) along with strong attention to detail.
COMPETENCIES:
- Teaching for Differentiation
- Tailoring for Resonance
- Taking Control
- Customer Focus
- Decision Quality
- Drives Results
- Collaborates
- Communicates Effectively
- Instills Trust
- Action Oriented
- Manages Conflict
- Situational Adaptability
OTHER REQUIREMENTS:
- Capable of driving up to several hours per day to customer location(s) 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”).
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.
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 our 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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