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.
- 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.
- Leverages Individual Value Drivers - Understands and influences a wide range of customer stakeholders. Develops a distinct strategy for engaging critical stakeholders.
- Incorporates Economic Drivers - Has a deep knowledge of 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.
- 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 and anticipated roadblocks.
- Identify and arm the mobilizer with 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 customer.
- Key Account Sales Consultant will 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.
- Learns and fosters the MSC culture in the department and throughout the company.
- Clearly demonstrates can-do attitude toward supporting new initiatives and programs designed to meet customer needs.
- Participates in special projects and cross-functional teams and performs additional duties as required.
*INDICATES ESSENTIAL DUTIES
To perform this job successfully an associate must be able to perform each essential duty satisfactorily. The requirements listed below are representative of knowledge, experience level and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.
EDUCATION and EXPERIENCE:
- A Bachelor’s Degree in Business, Industrial Distribution, Manufacturing or the 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 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, industry and contact.
- Ability to take control of the purchasing process by guiding customer to next steps.
- Ability to align all the stakeholders involved in the decision-making process.
- 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 track record of meeting and exceeding agreed upon sales plan.
- Strong interpersonal and communications skills (oral and written) along with strong attention to detail and follow through required.
- Self-motivated to meet specific sales goals.
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 or region is required.
- 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”).
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