MSC Industrial Supply Co.
Key Account Sales Consultant
MSC Industrial Supply Co., Portland, Maine, us, 04122
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. Watch HERE to find out why you should work at MSC and join us as we continue to build a diverse and inclusive workplace.Requisition ID :
16284Employment Type :
Full TimeJob Category :
Field SalesWork Location :
Portland, MEState or Province :
Maine (US-ME)Potential Work Location :
United States : Maine : PortlandBRIEF 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.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.Learn and foster the MSC culture in the department and throughout the company.Demonstrate a can-do attitude toward supporting new initiatives and programs designed to meet customer needs.Participate in special projects and cross-functional teams and perform additional duties as required.*INDICATES ESSENTIAL DUTIESTo perform this job successfully an associate must be able to perform each essential duty satisfactorily. The requirements listed below are representative of knowledge, experience level, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.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 customer 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 customer to next steps.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.Must have a track record of meeting and exceeding agreed-upon sales plans.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 DifferentiationTailoring for ResonanceInstills TrustAction OrientedSituational AdaptabilityOTHER 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.Physical activity such as pushing, pulling, bending, and climbing may be required periodically.Why MSCPeople. 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 75+ 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.If you are inspired to learn, take risks, and succeed as a team, you can build a better career at MSC.Equal Opportunity StatementAt 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, gender identity/expression or any category protected by applicable law.
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16284Employment Type :
Full TimeJob Category :
Field SalesWork Location :
Portland, MEState or Province :
Maine (US-ME)Potential Work Location :
United States : Maine : PortlandBRIEF 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.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.Learn and foster the MSC culture in the department and throughout the company.Demonstrate a can-do attitude toward supporting new initiatives and programs designed to meet customer needs.Participate in special projects and cross-functional teams and perform additional duties as required.*INDICATES ESSENTIAL DUTIESTo perform this job successfully an associate must be able to perform each essential duty satisfactorily. The requirements listed below are representative of knowledge, experience level, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.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 customer 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 customer to next steps.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.Must have a track record of meeting and exceeding agreed-upon sales plans.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 DifferentiationTailoring for ResonanceInstills TrustAction OrientedSituational AdaptabilityOTHER 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.Physical activity such as pushing, pulling, bending, and climbing may be required periodically.Why MSCPeople. 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 75+ 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.If you are inspired to learn, take risks, and succeed as a team, you can build a better career at MSC.Equal Opportunity StatementAt 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, gender identity/expression or any category protected by applicable law.
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