Key Account Sales Consultant

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 :15535

Employment Type : Full Time

Job Category : Field Sales

Work Location : Cincinnati, OH

State or Province : Ohio (US-OH)

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 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 by aligning our unique insights to key customer priorities, reframing the way customers view their business.
• Drives two-way communication by engaging the customer and linking their business priorities to our value proposition.
• Leverages Individual Value Drivers by understanding and influencing a wide range of customer stakeholders.
• Incorporates Economic Drivers by demonstrating knowledge of the customer’s industry and potential new business opportunities.
• Establishes value before ROI/financial terms by qualifying and quantifying the impact of maintaining the status quo.
• Drives Momentum by proactively advancing the purchase decision without rushing the customer.
• Creates constructive tension by reframing how the customer thinks about their business.
• Tailors presentations and commercial insight specific to customer’s industry, company, and contact.
• Mandatory usage of our Customer Relationship Management (CRM) tool – Salesforce.com (SFDC).
• Guides the customer on next steps and anticipated roadblocks in the purchasing process.
• Identifies and arms the mobilizer with toolkit to sell your solutions throughout their organization.
• Understands our customers’ value propositions and key business objectives.
• Researches and comprehends industry trends that will impact customer.
• Develops and maintains relationships with contacts that are users, influencers, and decision makers.
• Teams with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific categories of products and solutions.
• Delivers Costs Savings Documentation on a scheduled cadence.
• Accurate management of content in funnel, win/loss, launch status, SFDC, and other platforms.
• Completes professional development training in a timely manner.
• Fosters the MSC culture in the department and throughout the company.
• Demonstrates can-do attitude toward supporting new initiatives and programs.
• Participates in special projects and cross-functional teams as required.

EDUCATION and EXPERIENCE:

• A Bachelor’s Degree in Business, Industrial Distribution, Manufacturing or equivalent experience.
• 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.
• Ability to take control of the purchasing process.
• 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 plan.
• Strong interpersonal and communications skills (oral and written).
• Strong ability to be flexible and adapt to change.
• Self-motivated to meet specific sales goals.
• Ability to work independently and cross-functionally.
• Ability to learn manufacturing concepts and processes.
• Demonstration of competitive spirit and ability to overcome obstacles to success.
• Excellent ability to adapt to a changing environment quickly and effectively.

COMPETENCIES:

• Teaching for Differentiation
• Tailoring for Resonance
• Taking Control
• Customer Focus
• Decision Quality
• Drives Results
• Collaborates
• Develops Talent
• Communicates Effectively
• Instills Trust
• Action Oriented
• Manages Conflict
• Situational Adaptability

OTHER REQUIREMENTS:

• Capable of driving up to several hours per day to customer location(s) within an assigned territory.
• The ability to lift up to 50 lbs. is required.
• Physical activity such as pushing, pulling, bending, and climbing may be required periodically.
• This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”).

Compensation starting at $68370 - 98010 depending on experience (Base + Commission)

Why MSC? People. 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.

Equal Opportunity Statement: At MSC, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all qualified applicants.