Build a better career with MSC.
Serving customer and community starts with the very best people doing their very best work. That is precisely what we have at MSC Industrial Supply Co., a leading North American distributor of metalworking and maintenance, repair, and operations (MRO) products and services. Watch HERE to find out why you should work at MSC and join us as we continue to build a diverse and inclusive workplace.
Requisition ID: 15610
Employment Type: Full Time
Job Category: Field Sales
Work Location: Knoxville, TN
State or Province: Tennessee (US-TN)
Potential Work Location: United States : Tennessee : Knoxville
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.
DUTIES And RESPONSIBILITIES
- Offers unique perspective - Aligns our unique insights to key customer priorities, reframing the way customers view their business.
- Drives two-way communication - Engages the customer by deliberately linking their business priorities to our value proposition.
- Leverages Individual Value Drivers - Understands and influences a wide range of customer stakeholders.
- Incorporates Economic Drivers - Has a deep knowledge of customer's business and current macro- and microeconomic trends.
- 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.
- Creates constructive tension by reframing how the customer thinks about the business.
- Tailors presentations and commercial insight specific to customer’s industry, company, and contact.
- Mandatory usage of our Customer Relationship Management (CRM) tool – Salesforce.com (SFDC).
- Identifies and arms the mobilizer with a toolkit to sell your solutions throughout their organization.
- Researches and comprehends industry trends that will impact customer.
- Develops and maintains relationships with contacts that are users, influencers, and decision makers.
- Teams with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific categories of products and solutions.
- Delivers Costs Savings Documentation on a scheduled cadence.
- Accurate, current management of content in funnel, win/loss, launch status, SFDC, and other platforms.
- Completes professional development training in a timely manner.
- Demonstrates a can-do attitude toward supporting new initiatives and programs.
- 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, PowerPoint, and Salesforce.com.
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.
Competencies
- Teaching for Differentiation
- Tailoring for Resonance
- Taking Control
- Customer Focus
- Drives Results
- Collaborates
- Communicates Effectively
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”).
Compensation starting at $62370 – $98010/year dependent on candidate location and experience.
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.
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