Added - 10/29/24
Key Account Sales Consultant
Field Sales
Location: Columbus, Ohio | Employment Type: Full Time
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 - Develops a distinct strategy for engaging critical stakeholders.
- Incorporates Economic Drivers - Has a deep knowledge of customer's business, current macro- and microeconomic trends.
- 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.
- Create constructive tension by reframing how the customer thinks about the business.
- Tailor presentations and commercial insight specific to customer’s industry.
- Mandatory usage of our Customer Relationship Management (CRM) tool – Salesforce.com (SFDC).
- Identify and arm the mobilizer with toolkit to sell your solutions throughout their organization.
- 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.
- Accurate, current management of content in funnel, win/loss, launch status, SFDC.
- 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, PowerPoint, and Salesforce.com.
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.
- Demonstrated track record of excellent sales, negotiation, relationship building, and closing skills.
- Strong interpersonal and communications skills (oral and written).
COMPETENCIES:
- Teaching for Differentiation
- Tailoring for Resonance
- Taking Control
- Customer Focus
- Drives Results
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.
Compensation starting at $64,540 - $101,420 depending on experience (Base + Commission).
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.
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