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Key Account Sales Consultant
Key Account Sales ConsultantMSC Industrial Supply Co. • Ipswich, MA, US
Key Account Sales Consultant

Key Account Sales Consultant

MSC Industrial Supply Co. • Ipswich, MA, US
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Join to apply for the Key Account Sales Consultant role at MSC Industrial Supply Co.

Requisition ID : 18254

Employment Type : Full Time

Job Category : Field Sales

Work Location : North Shore of Boston

Overview

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 majority of Mid-Market customers in the penetration stage of their lifecycle.

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 micro-economic 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 (influence and power beyond title) with 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 customer.
  • Key Account Sales Consultant will 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 to demonstrate value of differentiated services and solutions.
  • Accurate, current management of content in funnel, win / loss, launch status, SFDC and other platforms for communicating business resource needs to the organization.
  • 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 to ensure unity of purpose and fulfillment of MSC's mission.
  • Cleary demonstrates can-do attitude toward supporting new initiatives and programs designed to meet customer needs.
  • 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 the equivalent experience is required.
  • 2 years demonstrated track record of success in B2B sales is preferred.
  • Proficient in Microsoft Word, Excel and PowerPoint, Salesforce.com experience.

    • Skills

  • Ability to teach customer something new and compelling about their business which leads to MSC differentiated solutions.
  • 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 customer to next steps and educating them on best demonstrated practices and potential roadblocks.
  • Ability to align all the stakeholders involved in the decision-making process to drive consensus to MSC solutions.
  • Demonstrated track record of excellent sales, negotiation, relationship building and closing skills and techniques are required.
  • Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required.
  • Must have track record of meeting and exceeding agreed upon sales plan.
  • Solid history of decision making and taking accountability.
  • Ability to make recommendations for solutions based on information gathered and analyzed from systems.
  • Strong interpersonal and communications skills (oral and written) along with strong attention to detail and follow through required.
  • Strong ability to be flexible and adapt to change in business practices, market changes, etc.
  • 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 or region is required.
  • 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

    Compensation starting at $70,980 – $111,540 / year and up, depending on experience (base + commission).

    Benefits

    Competitive pay, comprehensive benefits program including healthcare plans, 401K and stock purchasing programs, tuition reimbursement, and paid time away for holidays, vacations and illness.

    Equal Employment Opportunity Statement

    At MSC, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all qualified applicants and our associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation or any category protected by applicable law. Accommodation requests can be made at any stage of the recruitment process; applicants are asked to make their needs / requirements known.

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    Key Account Sales Consultant • Ipswich, MA, US