MSC Industrial Supply Co.
Key Account Sales Consultant
MSC Industrial Supply Co., Jackson, Mississippi, United States, 39200
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 :
16506Employment Type :
Full TimeJob Category :
Field SalesWork Location :
Jackson, MSBRIEF 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 a 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 customers.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.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 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.Demonstrated track record of excellent sales, negotiation, relationship building, and closing skills.Strong interpersonal and communications skills (oral and written).Self-motivated to meet specific sales goals.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. is required.This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”).
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16506Employment Type :
Full TimeJob Category :
Field SalesWork Location :
Jackson, MSBRIEF 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 a 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 customers.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.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 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.Demonstrated track record of excellent sales, negotiation, relationship building, and closing skills.Strong interpersonal and communications skills (oral and written).Self-motivated to meet specific sales goals.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. is required.This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”).
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