Esri
Key Account Sales Consultant
Esri, Portland, Oregon, United States, 97204
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.Requisition ID:
13438Employment Type:
Full TimeJob Category:
Sales / Business DevelopmentWork Location:
Portland, ORBRIEF 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. The Key Account Sales Consultant will utilize account planning tools, prescriptive analytics, and research from marketing to teach customers something new and compelling about their business that leads to MSC’s differentiated solutions.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.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.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 (influence and power beyond title) with toolkit to sell your solutions.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.Accurate, current management of content in funnel, win/loss, launch status, SFDC.Professional development training will be completed in a timely manner as assigned.Learns and fosters the MSC culture in the department and throughout the company.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.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.Ability to work independently and cross-functionally.COMPETENCIES:
Teaching for DifferentiationTailoring for ResonanceTaking ControlCustomer FocusDecision QualityDrives ResultsCollaboratesDevelops TalentCommunicates EffectivelyInstills TrustAction OrientedManages ConflictSituational AdaptabilityOTHER 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.
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13438Employment Type:
Full TimeJob Category:
Sales / Business DevelopmentWork Location:
Portland, ORBRIEF 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. The Key Account Sales Consultant will utilize account planning tools, prescriptive analytics, and research from marketing to teach customers something new and compelling about their business that leads to MSC’s differentiated solutions.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.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.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 (influence and power beyond title) with toolkit to sell your solutions.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.Accurate, current management of content in funnel, win/loss, launch status, SFDC.Professional development training will be completed in a timely manner as assigned.Learns and fosters the MSC culture in the department and throughout the company.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.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.Ability to work independently and cross-functionally.COMPETENCIES:
Teaching for DifferentiationTailoring for ResonanceTaking ControlCustomer FocusDecision QualityDrives ResultsCollaboratesDevelops TalentCommunicates EffectivelyInstills TrustAction OrientedManages ConflictSituational AdaptabilityOTHER 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.
#J-18808-Ljbffr