Key Account Sales Consultant (Public Sector)

BRIEF POSITION SUMMARY

Key Account Sales Consultant Public Sector (KPS) is critical to driving MSC's Public Sector market position and achieving revenue and profit growth within Public Sector Mid / Large Market customers ($200,000-$5,000,000 potential). The KPS will be assigned a portfolio of $2M-$5M in annual revenue with a focus on growing Public Sector sales, with current and new customers in their geographic territory. The KPS aligns with Public Sector goals : 1) Growth (double digits), 2) Become industry leader, 3) Higher Performance Team. The KPS builds key customer relationships, identifies business opportunities within the Public Sector, negotiates and closes deals, and maintains extensive knowledge of current market conditions. The KPS collaborates with AMPS, Program Managers, and team managers to increase sales opportunities to maximize revenue and manages customer relationships at ship-to level with assigned Public Sector customers across the designated territory.

DUTIES AND RESPONSIBILITIES

• Spend 100% of time on Public Sector opportunities and Public Sector accounts, with limited guidance from AMPS and PS Team Manager, to sell MSC products and services and achieve individual and corporate sales and profit goals.
• Drive sales at all Public Sector account customer facilities within the assigned regions.
• Prepare and deliver sales presentations that address customer needs and lead to sales growth within established and new Public Sector accounts. Deliver Quarterly formal CIR (Continuous Improvement Report) presentations with key customers.
• Foster two-way communication by linking customer business priorities to MSC value proposition and engaging in dialogue to help customers learn how MSC can help them achieve their goals.
• Leverage Individual Value Drivers by understanding and influencing a wide range of customer stakeholders and developing a strategy for engaging critical stakeholders.
• Develop relationships with key Public Sector agencies within the region to become the focal point for customer contact and MSC contact for local needs; map out customer decision-making processes and key points of contact.
• Gather, organize, and analyze information on Public Sector accounts within the region to help create a growth business plan with AMPS and Public Sector Team Manager.
• Demonstrate knowledge of Public Sector customers and current market conditions; make informed inferences about customer needs based on market and competitor understanding.
• Establish value before ROI / financial terms by qualifying and quantifying the impact of maintaining the status quo or pursuing competitors' solutions; help customers articulate value relative to competitive solutions.
• Drive momentum by rallying internal resources to ensure deal momentum and by coaching customers through the buying process; rely on key stakeholders to drive action between sales calls.
• Create constructive tension by reframing purchasing needs and compliance requirements; use data and best practices to challenge the status quo and show customers the potential costs of not changing.
• Tailor presentations and commercial insight to customer requirements, agency culture, and contacts' personalities; align messaging to current purchasing needs and compliance requirements.
• Mandatory use of our Customer Relationship Management (CRM) tool Salesforce.com (SFDC) and adherence to MSC Sales Management Standards.
• Guide the customer on next steps and anticipated roadblocks; apply best practices to align stakeholders and drive consensus.
• Identify and empower mobilizers with tools to sell MSC solutions throughout their organization.
• Understand customers' value propositions and business objectives regarding growth and profitability; use this information to cross-sell and up-sell.
• Research industry trends that impact customers; become a trusted advisor on the industries served and how MSC can partner to deliver better results.
• Develop and maintain relationships with users, influencers, and decision makers across accounts and collaborate with SMEs to deliver relevant expertise.
• Deliver cost-savings documentation on a scheduled cadence to demonstrate value of differentiated services and solutions.
• Maintain accurate and current content in funnel, win / loss, launch status, SFDC, and other platforms to communicate resource needs.
• Participate in professional development and training as assigned (e.g., account planning, company training, SFA training).
• Uphold MSC culture and support new initiatives and programs to meet customer needs; proactively solve problems to overcome obstacles in growth and profitability.
• Participate in special projects and cross-functional teams as required.
• Foster MSC culture throughout the department and company to ensure unity of purpose.

QUALIFICATIONS

What You Need :

Bonus Points If You Have :

Other Requirements

Compensation starting at $64,540 - $101,420 depending on experience. The salary range represented is based on similar roles in comparable industries and city labor costs. Actual compensation is based on the candidate's experience, education requirements and peer pay equity. The Company reserves the right to modify the range as market conditions change.

Applicants must be currently authorized to work in the United States on a full-time basis. We are unable to sponsor or take over sponsorship of an employment visa for this position at this time.

WHY MSC?

People. Collaboration. Insight. Built to Make You Better. With more than one million product offerings and 80+ years of experience across industries, MSC helps customers achieve greater productivity, profitability, and growth through inventory management and other supply chain solutions. We care about our associates and have programs to help our 6,500+ team members reach their potential.

OUR COMMITMENT TO YOU

Alongside competitive pay, we offer comprehensive benefits to support health, well-being, and financial future, including healthcare plans, 401K and stock purchasing programs, tuition reimbursement, and paid time off. For details on benefits, see our Benefits page. Associate Inclusion Circles (Women, Pride, Black, Generational, Veterans, HOLA, Able) are open to all associates to promote awareness, collaboration, and respect.

EQUAL EMPLOYMENT OPPORTUNITY STATEMENT

MSC is committed to providing an environment of mutual respect with equal employment opportunities for all qualified applicants and 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.

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