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.
Requisition ID: 15520
Employment Type: Full Time
Job Category: Business Development
Work Location: Omaha, NE
State or Province: Nebraska (US-NE)
Territory: Centralized to Sioux City, spanning southward to Omaha and north as far as Sioux Falls.
Compensation figures listed are base salary + commission. Compensation package includes benefits, laptop, phone, company car or car allowance.
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.
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 market 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.
- Create constructive tension by reframing how the customer thinks about the business.
- 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).
- Take control of the purchasing process by guiding the customer on next steps.
- Identify and arm the mobilizer with toolkit to sell your solutions throughout their organization.
- Understand our customers’ value propositions and key business objectives.
- Research and comprehend industry trends that will impact customer.
- Develop and maintain relationships with contacts that are users, influencers, and decision-makers.
- Team with Subject Matter Experts (SMEs) to deliver expertise and value.
- Deliver Costs Savings Documentation on a scheduled cadence.
- Accurate, current management of content in funnel, win/loss, launch status, SFDC, and other platforms.
- Professional development training will be completed in a timely manner.
- Learn and foster the MSC culture in the department and throughout the company.
- Participate 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, Salesforce.com experience.
SKILLS:
- Ability to teach customer 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.
- Ability to take control of the purchasing process by guiding customer.
- Demonstrated track record of excellent sales, negotiation, relationship building, and closing skills.
- Strong interpersonal and communications skills (oral and written).
COMPETENCIES:
- Teaching for Differentiation
- Tailoring for Resonance
- Taking Control
- Customer Focus
- Decision Quality
- Drives Results
- Collaborates
- Communicates Effectively
OTHER REQUIREMENTS:
- Capable of driving up to several hours per day to customer location(s).
- The ability to lift up to 50 lbs. is required.
Compensation starting at $62,370 - $98,010 depending on experience.
Why MSC? People. Collaboration. Insight. That’s how you build something that works.
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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