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: 16101
Employment Type: Full Time
Job Category: Field Sales
Work Location: Fort Wayne, IN
State or Province: Indiana (US-IN)
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, 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.
- 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.
- 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.
*INDICATES 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.
- Demonstrated track record of excellent sales, negotiation, relationship building and closing skills.
- Computer literacy and proficiency in word processing, spreadsheet, and presentation software.
- Strong interpersonal and communications skills (oral and written).
- Self-motivated to meet specific sales goals.
- Ability to work independently and cross-functionally.
OTHER REQUIREMENTS:
- Capable of driving up to several hours per day to customer location(s) within an assigned territory or region.
- 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. 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 through inventory management and other innovative supply chain solutions.
If you are inspired to learn, take risks, and succeed as a team, you can build a better career at MSC.
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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