Sls Consultant, Public Sector Key Account

Key Account Sales Consultant Public Sector

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.

Key Account Sales Consultant Public Sector (KPS) is critical to driving MSC's Public Sector market position and achieve revenue and profit growth within Public Sector Mid/Large Market customers ($200,000-$5,000,000 potential). The KPS will be assigned a portfolio of $2M -$5M in annual revenue with a focus on growing Public Sector sales, with current and new customers, in their geo-graphic territory. The KPS, aligns with Public Sector's three strategic goals:

• Growth (double digits)
• Become industry leader
• Higher Performance Team

KPS role is required to build key customer relationships, identify business opportunities within Public Sector Vertical, negotiates and closes business deals and maintain extensive knowledge of current market conditions. The KPS will collaborate with AMPS, Program Managers, and team managers to increase sales opportunities to maximize revenue. The KPS will manage and maintain customer relationships at ship to level with established and assigned Public Sector customers across designated territory.

Duties and responsibilities include:

• Spending 100% of their time on Public Sector Opportunities and Public Sector Accounts must account for 100% of the Total Portfolio.
• Driving sales at all Public Sector account customer facilities within their assigned regions.
• Preparing and delivering sales presentations that address the customers' needs, and leads to sales growth within established, and new Public Sector accounts.
• Leveraging individual value drivers - Understands and influence a wide range of customer stakeholders.
• Developing relationships with key Public Sector agencies within their region to become focal point for customer contact and MSC contact for their needs at local level.
• Gathering, organizing, and analyzing information of all Public Sector accounts within the assigned region, to work with AMPS and Public Sector Team Manager help create a business plan of growth.
• Demonstrating knowledge of Public Sector customers within their assigned areas in regard to the current market climate.
• Establishing value before ROI/financial terms - Qualifying and quantifying the impact of maintaining the status quo or pursuing competitors' solutions.
• Driving momentum - Rallying internal resources to ensure deal momentum. Collaborating with customers to define next steps, coaching customers through the buying process.
• Creating constructive tension by reframing how the customer thinks about their purchasing needs and compliance requirements.
• Tailoring presentations and commercial insight specific to customer's specific requirements, agency culture and contacts personality.
• Mandatory usage of our Customer Relationship Management (CRM) tool Salesforce.com (SFDC) and adherence to prescribed actions under the MSC Sales Management Standards.
• Taking control of the purchasing process by guiding the customer on next steps and anticipated roadblocks. Utilizing best demonstrated practices regarding aligning stakeholders to drive consensus to your proposal.
• Identifying and arming the mobilizer (influence and power beyond title) with toolkit to sell your solutions throughout their organization.
• Understanding our customers' value propositions and key business objectives regarding growth and profitability. Understanding the customers and industries they serve and using this information to cross-sell and up-sell.
• Teaming with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific categories of products and solutions.
• Delivering 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 for communicating business resource needs to the organization.
• Completing professional development training in a timely manner as assigned.
• Learning and fostering the MSC culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC's mission.
• Demonstrating a can-do attitude toward supporting new initiatives and programs designed to meet customer needs. Proactive problem-solving approach as necessary to overcome obstacles for customer compliance, growth, and profitability.

Participates in special projects and cross functional teams and performs additional duties as required. Fosters the MSC Culture in the department and throughout the company to ensure fulfillment of MSC's vision and unity of purpose. Participation in special projects and performs additional duties as required.

Qualifications what you need:

• A Bachelor's Degree in Business, Industrial Distribution or the equivalent experience is required.
• 2 years demonstrated track record of success in Public Sector sales is preferred.
• Working knowledge of compliance requirements and continuous education to be up to date on industry and market events.

Proficient in Microsoft Word, Excel and PowerPoint, Salesforce.com experience Bonus points if you have:

• 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.
• 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"). Other requirements:

• 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

Compensation starting at $49686 - $78078 with commission opportunities depending on candidate location and experience. The salary range represented is based on similar roles in comparable industries, and the cost of labor in respective cities. Actual compensation is based on the candidate's relevant experience, education requirements and peer pay equity. The Company reserves the right to modify the range as market conditions change.

Applicants must be currently authorized to work in the United States. We are unable to sponsor or take over sponsorship of an employment Visa for this position at this time.

This job posting will remain open for a minimum of 3 business days from the original posting date or longer as needed to fill the position.

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 80+ 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. We care about our associates and have programs in place to help our 6,500+ team members achieve their potential.

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, well-being and financial future. We offer dynamic healthcare plans, generous 401K and stock purchasing programs, tuition reimbursement opportunities, and paid time away for holidays, vacations, and illness. You will also have the opportunity to join our Associate Inclusion Circles: Women, Pride, Black, Generational, Veterans, HOLA, and Able. These circles are open to all associates and are designed to promote awareness, collaboration, and respect.

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 or any category protected by applicable law. Accommodation requests can be made at any stage of the recruitment process; applicants are asked to make their needs/requirements known.