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: 16103
Employment Type: Full Time
Job Category: Field Sales
Work Location: Savannah, GA
Territory: Savannah, GA and surrounding areas
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 unique insights to key customer priorities, reframing the way customers view their business.
- Drives two-way communication - Engages the customer by 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, macro- and microeconomic trends, and potential new business opportunities.
- 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.
- Creates constructive tension by reframing how the customer thinks about their business.
- Tailors presentations and commercial insights specific to customer’s industry, company and contact.
- Mandatory usage of our Customer Relationship Management (CRM) tool – Salesforce.com (SFDC).
- Takes control of the purchasing process by guiding the customer on next steps.
- Identifies and arms the mobilizer with toolkit to sell solutions throughout their organization.
- Understands customers’ value propositions and key business objectives.
- Researches and comprehends industry trends that will impact customers.
- Develops and maintains relationships with contacts that are users, influencers and decision makers.
- Teams with Subject Matter Experts (SMEs) to deliver expertise and value.
- Delivers Costs Savings Documentation to demonstrate value of services and solutions.
- Accurate management of content in funnel, win/loss, launch status, SFDC and other platforms.
- Completes professional development training in a timely manner.
- Fosters the MSC culture in the department and throughout the company.
- Demonstrates a can-do attitude toward supporting new initiatives.
- 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 and PowerPoint, Salesforce.com experience.
SKILLS:
- Ability to teach customers something new 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 take control of the purchasing process.
- Ability to align all 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.
- Solid history of decision making and accountability.
- Strong interpersonal and communications 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
- Decision Quality
- Drives Results
- Collaborates
- Develops Talent
- 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).
- 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 $64,540 - $101,420 depending on experience (Base + Commission).
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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