Enterprise Business Development Executive

BRIEF POSITION SUMMARY :

The Enterprise Business Development Executive (EBDE) works to improve MSC’s market position and achieve financial growth in the largest manufacturing customers ($3M+).

The Enterprise Business Development Executive 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 Enterprise Business Development Executive will collaborate with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue.

To achieve this, they need to contract new solutions to large manufacturing customers in their early customer life-cycle.

They call on prospects, often being required to make presentations on solutions and services that meet or predict their prospects’ future needs.

Strategic planning for future development is a key part of the Enterprise Business Development Executive to ensure they can continuously develop a pipeline of new business coming into the company.

In order to be successful, the Enterprise Business Development Executive will need to develop thorough knowledge of the marketplace and MSC’s competitors.

DUTIES and RESPONSIBILITIES :

• This position is responsible for identifying, pursuing, signing and transitioning the largest manufacturing customers by proactive prospecting, modeling internal analytics in support of driving maximum profitability, developing compelling value based proposals, presentations and other customer facing content to communicate value, building broad prospect relationship networks (including senior level) within customers with revenue potential of $3M+ incremental per year.
• Applies extensive solutions, product, financial and market knowledge to sell complex accounts.
• Identifies researches and / or qualifies targeted account prospects and maintains a robust funnel capable of delivering incremental revenue at or above annual goals.

Maintains highly accurate and complete funnel analytics demonstrating a strategic ownership of business.

• Accurate, current management of content in funnel, win / loss, launch status, SFDC and other platforms for communicating business resource needs to the organization
• Makes contact with the appropriate management levels and decision makers within the prospect organization to propose and secure new agreements leveraging insight selling concepts, tools and value proposition content.
• Responds selectively and strategically to prospective customer Requests for Information and Proposal and negotiates pricing and other terms of new account agreements with prospective clients to ensure maximum revenue and profit from new agreements to include terms and conditions that will minimize the company’s risk.
• Gains a deep understanding of the customer’s business needs and service requirements to negotiate and implement a program within the first year of the agreement that reaches pre-approved revenue and profit targets.

The ability to accurately forecast revenue growth in the first year of a new agreement is critical. Must be able to understand and drive a customer’s change management process that results in sales that meet pre-approved revenue and profit targets.

• Regularly pursues large prospects with unsolicited proposals outside of the RFI or RFP process.
• Prepares detailed financial models forecasting account performance over life of agreement. Communicate financial performance expectations across leadership teams.
• Develops and Communicates all aspects of newly signed account agreements to department resources (Customer Success Team, Account Coordinators, etc.

field sales (RM / MM / BSM / OSA / VSR / TSR / SIOT, etc.) and company (legal, supply chain, e commerce, sourcing, data analytics) to ensure rapid and complete penetration and revenue growth of new agreements.

Proactively maintain working relationships with field leadership and customer support leadership as necessary to meet customer needs.

Work with field leadership to customize account coverage as needed to drive compliance to approved forecasted sales thresholds.

Document and clearly communicate customer service level expectations and or shortfalls with field leadership team.

• This role requires superior communication and negotiation skills to align business goals across functional teams.
• Professional development training will be completed in a timely manner as assigned. Examples include presentation, negotiation, account planning, company supported training or SFA training.
• 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. Proactive problem-solving approach as necessary to overcome obstacles for customer compliance, growth and profitability.
• Participates in special projects and cross functional teams and performs additional duties as required.
• INDICATES ESSENTIAL DUTIES

To perform this job successfully an associate must be able to perform each essential duty

Satisfactorily. The requirements listed below are representative of knowledge, experience level and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

EDUCATION and EXPERIENCE :

• A Bachelor’s Degree in Business or the equivalent experience is required.
• Minimum of 5 years demonstrated track record of success in pursuing new large National Account customers, or the equivalent National Account experience is required.
• Demonstrated Large ($3M+) Sales Experience Success is preferred
• Proficient in Microsoft Word, Excel and PowerPoint, Salesforce.com experience is preferred
• Strong background in selling profitable solutions or services is preferred.

SKILLS :

• Knowledge of sales and prospecting techniques in large national accounts is required.
• Demonstrated track record of excellent sales, negotiation, relationship building and closing skills and techniques are required.
• Knowledge of e-business.
• Supply Chain Expertise / Knowledge including Operations, Procurement, Lean / Process Improvement preferred.

SKILLS :

• Must have track record of meeting and exceeding agreed upon new business sales plans valued at over $3M annually.
• Solid history of decision making and taking accountability.
• Must possess strong presentation skills and communicate professionally as a dynamic speaker and in written responses to emails;

RFPs; RFIs; and when submitting reports.

• P&L Responsibility preferred. Strong business and financial acumen required : advanced business analytics skills, customer P & L agility, ability to plan, track and evaluate data.
• Strong analytical skills, ability to make quick / calculated decisions, and ability to perform effectively in a team and individual work environment are a must.
• Demonstrated project management skills.
• Ability to make recommendations for solutions based on information gathered and analyzed from systems.
• Strong interpersonal and communications skills at the senior management level (oral and written) along with strong attention to detail and follow through required.
• Self-motivated to meet specific sales goals.
• Ability to work independently and cross-functionally at multiple levels within the business unit (e.g., Marketing, Product Management, Finance, etc.).
• Ability to read and communicate understanding of customer financial statements. Customize presentations using financial models to drive compliance and customer behavior.
• Demonstration of competitive spirit and ability to overcome obstacles to success.
• Excellent ability to adapt to a changing environment quickly and effectively.
• Proven pattern of success collaborating with business leaders with competing objectives or mind share .
• Strategic planning involving 3-5 year financial models.
• Proven ability to challenge the status quo in strategic new account prospects.

MISCELLANEOUS :

• A valid driver’s license and the ability to travel up to 60% is required.
• This position may require access to International Traffic in Arms Regulations Information ( ITAR ) and / or Controlled Unclassified Information ( CUI ).

Compensation starting at $143220 - $225060 and up, depending on experience.

The salary range represented is based on similar roles in comparable industries, and the cost of labor in respective cities.

Actual compensation is based on the candidate’s relevant experience, education requirements and peer pay equity. The Company reserves the right to modify the range as market conditions change.