Sales Consult, Key Account

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 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 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 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. Consistently shares newsworthy insights about the market, educating them on new issues and outcomes, and helping them avoid potential landmines.Drives two-way communication - Engages the customer by linking their business priorities to our value proposition. Engages in dialogue with customers, creating tension to help the customer learn something new.Leverages Individual Value Drivers - Understands and influences a wide range of customer stakeholders. Develops a distinct strategy for engaging critical stakeholders.Incorporates Economic Drivers - Has 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.Identify and arm the mobilizer with tools to sell your solutions throughout their organization.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.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.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) along with strong attention to detail.Self-motivated to meet specific sales goals.Ability to work independently and cross-functionally.COMPETENCIES:Teaching for DifferentiationCustomer FocusDrives ResultsCommunicates EffectivelyInstills TrustOTHER REQUIREMENTS:Capable of driving to customer location(s) within an assigned territory.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”).Compensation:

Starting at $40,000 - $55,000 depending on experience. The salary range is based on similar roles in comparable industries and actual compensation is based on the candidate’s relevant experience.

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