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: 14196
Associate Referral Bonus Amount: $1,000.00
Employment Type: Full Time
Grade: Sales 14
Job Category: Sales / Business Development
Work Location: Grand Rapids, MI
Potential Work Location: Greater Grand Rapids
Territory is Grand Rapids and surrounding areas. Compensation for this role is base pay + commission. Company car included.
BRIEF POSITION SUMMARY:
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, 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.
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, PowerPoint, and Salesforce.com experience.
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, presentation, and proposal relevant to customer, industry, and contact.
- Ability to take control of the purchasing process by guiding the customer.
- 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.
- Strong interpersonal and communications skills (oral and written).
- Strong ability to be flexible and adapt to change in business practices.
- Self-motivated to meet specific sales goals.
- Ability to work independently and cross-functionally.
- Demonstration of competitive spirit and ability to overcome obstacles to success.
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.
- Physical activity such as pushing, pulling, bending, and climbing may be required periodically.
- This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”).
Salary range is $62,370 - $89,100 INCLUDING COMMISSION. This is the starting range, dependent on experience and location.
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. By applying to this job you agree to the Application and Acknowledgment Declaration terms.
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