Key Account Sales Consultant

BUILD A BETTER CAREER WITH MSC

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 :16636

Employment Type :Full Time

Job Category :Field Sales

Work Location :Pawtucket, RI

BRIEF POSITION SUMMARY:

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 customer 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. Consistently shares newsworthy insights about the market, educating them on new issues and outcomes, and helping them avoid potential landmines. Embraces tension in commercial conversations.

· Drives two-way communication - Engages the customer by deliberately linking their business priorities to our value proposition. Engages in dialogue with customers, constructively creating tension to help the customer learn something new. Surprises the customer with insight. Delivers insight convincingly and with authority.

· Leverages Individual Value Drivers - Understands and influence a wide range of customer stakeholders. Develops a distinct strategy for engaging critical stakeholders. Consistently demonstrates an ability to link supplier capabilities to specific, individual stakeholder objectives. Is comfortable including stories or more qualitative aspects to a commercial conversation.

· Incorporates Economic Drivers - Has a deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities. Demonstrates knowledge of the customer’s industry in context of the current market climate. Can make informed inferences about a customer business based on understanding of the market or competitors.

· Establishes value before ROI/financial terms - Qualifies and quantifies the impact of maintaining the status quo or pursuing competitors' solutions. Quantifies value in terms of resolving an unrecognized problem or need, or costs of inaction. Rep's customers can articulate value proposition relative to competitive solutions.

· Drives Momentum - Proactively advances the purchase decision without rushing the customer. Rallies internal resources to ensure deal momentum. Collaborates with customers to define next steps, coaching customers through the buying process. Attempts to rely on key stakeholders/mobilizers to drive action between sales calls.

· Create constructive tension by reframing how the customer thinks about the business. Leverage data and facts from research, benchmark data and best demonstrated practices to introduce new ideas which challenges the status quo and shows the customer it is them costing more than they may realize.

· Tailor presentations and commercial insight specific to customer’s industry, company and contact. Match contacts personality and deliver relevant messaging based on current trends in their specific industry that will impact their business.

· Mandatory usage of our Customer Relationship Management (CRM) tool – Salesforce.com (SFDC) and adherence to prescribed actions under the MSC Sales Management Standards.

· Take control of the purchasing process by guiding the customer on next steps and anticipated roadblocks. Utilize best demonstrated practices regarding aligning stake-holders to drive consensus to your proposal.

· Identify and arm the mobilizer (influence and power beyond title) with toolkit to sell your solutions throughout their organization.

· Understand our customer