Serving customers and our community starts with the best people doing their best work. That is precisely what we have created at MSC Industrial Supply Co. We are a leading North American distributor of metalworking and maintenance, repair, and operations (MRO), products and services. We offer more than 2 million products and have over 80 years of experience across dozens of industries. We aim to execute our Built to Make You Better brand promise for all our stakeholders, including our associates.
Requisition ID : 16467
Employment Type : Full Time
Job Category : Field Sales
Work Location : Fort Worth, TX
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, 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.
- Professional development training will be completed in a timely manner as assigned.
- Cleary 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
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 which leads to MSC differentiated solutions.
- 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 and educating them on best demonstrated practices and potential roadblocks.
- Demonstrated track record of excellent sales, negotiation, relationship building and closing skills and techniques are required.
COMPETENCIES:
- Teaching for Differentiation
- Tailoring for Resonance
- Instills Trust
- Action Oriented
- 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.
OUR COMMITMENT TO YOU:
Our associates are our top priority and investing in their well-being is one way we execute our Built to Make You Better brand promise. Alongside competitive pay, we have a comprehensive benefits program to support you and your family's health and financial well-being.
WE BELIEVE:
We have a steadfast commitment to diversity and inclusion and believe we are at our best when each of our associates can be their authentic selves at work.
EQUAL EMPLOYMENT 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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