Key Account Sales Consultant; Public Sector

Overview

BUILD A BETTER CAREER WITH MSC. Serving customers and our community starts with the best people doing their best work. MSC Industrial Supply Co. is 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.

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 s three strategic goals:
1) Growth (double digits),
2) Become industry leader,
3) Higher Performance Team. The KPS builds key customer relationships, identifies business opportunities within Public Sector, negotiates and closes business deals, and maintains extensive knowledge of current market conditions. The KPS collaborates with AMPS, Program Managers, and team managers to increase sales opportunities and maximize revenue. The KPS will manage and maintain customer relationships at ship-to level with established and assigned Public Sector customers across the designated territory.

• Associate must spend 100% of their time on Public Sector opportunities and Public Sector accounts must account for 100% of the total portfolio. With limited guidance from AMPS and PS Team Manager, sells MSC products and services to ensure achievement of individual and corporate sales and profit goals.
• Drives sales at all Public Sector account customer facilities within their assigned regions.
• Prepares and delivers sales presentations that address the customers  needs, and leads to sales growth within established and new Public Sector accounts. Delivers Quarterly formal CIR (Continuous Improvement Report) presentations with key customers.
• Drives two-way communication - engages the customer by linking their business priorities to MSC s value proposition. Engages in dialogue with customers, constructively creating tension to help the customer learn how MSC can help them achieve their goals. Delivers insight convincingly and with authority.
• Leverages Individual Value Drivers - understands and influences 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.
• Develops relationships with key Public Sector agencies within their region to become focal point for customer contact and MSC contact for their needs at local level. Maps out customer decision making process and key points of contact.
• Gathers, organizes, and analyzes information of all Public Sector accounts within the assigned region, to work with AMPS and Public Sector Team Manager to create a business plan of growth.
• Demonstrates knowledge of Public Sector customers within their assigned areas regarding the current market climate. Can make informed inferences about Public Sector customer needs 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. Represents customers  ability to articulate value proposition relative to competitive solutions.
• Drives momentum - rallies internal resources to ensure deal momentum. Collaborates with customers to define next steps, coaching customers through the buying process. Encourages engagement of key stakeholders to drive action between sales calls.
• Create constructive tension by reframing how the customer thinks about their purchasing needs and compliance requirements.…