Sls Consultant, Public Sector Key Account
MSC Industrial Supply Co., Baltimore, MD, United States
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 to $5,000,000 potential). The KPS will be assigned a portfolio of $2M-$5M in annual revenue, focusing on growing Public Sector sales with current and new customers in a defined geographic territory. The role aligns with Public Sector's three strategic goals:
Growth (double digits) ,
Become industry leader , and
Higher Performance Team . The KPS is responsible for building key customer relationships, identifying business opportunities, negotiating and closing deals, and maintaining extensive knowledge of current market conditions. The KPS collaborates with AMPS, Program Managers, and team managers to increase sales opportunities and maximize revenue, while managing and maintaining customer relationships at ship-to level across the designated territory.
Duties and Responsibilities
Spend 100% of time on Public Sector opportunities and accounts, with the entire portfolio focused on Public Sector.
Sell MSC products and services to achieve individual and corporate sales and profit goals, with limited guidance from AMPS and PS Team Manager.
Drive sales at all Public Sector account customer facilities within assigned regions.
Prepare and deliver sales presentations that address customer needs and lead to sales growth in established and new Public Sector accounts.
Deliver quarterly formal CIR (Continuous Improvement Report) presentations with key customers.
Engage customers with a value‑driven approach, linking their business priorities to MSC's value proposition.
Leverage individual value drivers by understanding a wide range of customer stakeholders and developing distinct engagement strategies.
Build relationships with key Public Sector agencies to become the focal point for local-level contact.
Map customer decision‑making processes and key points of contact.
Gather, organize, and analyze Public Sector account information to create growth business plans.
Establish value before ROI and financial terms, quantify impact of status quo or competitor solutions, and articulate MSC’s value proposition.
Drive momentum, rally internal resources, and coach customers through the buying process.
Create constructive tension by reframing purchasing needs and compliance requirements.
Tailor presentations and commercial insight to each customer’s specific requirements, agency culture, and contact personality.
Use MSC’s CRM tool (Salesforce.com) and adhere to MSC Sales Management Standards.
Guide customers through purchasing steps, anticipating roadblocks and aligning stakeholders to drive consensus.
Arm mobilizers with tools to sell solutions throughout their organization.
Understand customers’ business objectives and industry trends to cross‑sell and up‑sell.
Partner with Subject Matter Experts (SMEs) to deliver category‑specific expertise.
Deliver cost‑savings documentation on a scheduled cadence.
Maintain accurate, current content in all platforms (SFDC, funnel, win/loss, launch status).
Complete professional development training on time (e.g., account planning, company‑supported training, SFA training).
Promote MSC culture and mission across the department and company.
Demonstrate a can‑do attitude toward new initiatives and programs to meet customer needs.
Apply proactive problem‑solving to overcome compliance, growth, and profitability obstacles.
Participate in special projects and cross‑functional teams as required.
Foster MSC culture and unity of purpose throughout the company.
Qualifications
Bachelor’s Degree in Business, Industrial Distribution, or equivalent experience.
2+ years of successful Public Sector sales experience (preferred).
Working knowledge of compliance requirements and continuous education on industry and market events.
Proficiency in Microsoft Word, Excel, PowerPoint, and Salesforce.com (bonus).
Ability to drive up to several hours per day to customer locations within an assigned territory.
Physical ability to lift up to 50 lbs. and perform activities such as pushing, pulling, bending, and climbing periodically.
Access to ITAR and/or CUI information may be required.
Soft‑skill qualities: Teaching for Differentiation, Tailoring for Resonance, Taking Control, Customer Focus, Decision Quality, Driving Results, Collaboration, Developing Talent, Effective Communication, Instilling Trust, Action Orientation, Managing Conflict, Situational Adaptability.
Compensation Base salary range: $45,177 – $70,993, with commission opportunities based on location and experience. Compensation is determined by relevant experience, education, and peer pay equity.
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 associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation or any other category protected by applicable law. Accommodation requests can be made at any stage of the recruitment process; applicants are encouraged to disclose their needs/requirements.
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Growth (double digits) ,
Become industry leader , and
Higher Performance Team . The KPS is responsible for building key customer relationships, identifying business opportunities, negotiating and closing deals, and maintaining extensive knowledge of current market conditions. The KPS collaborates with AMPS, Program Managers, and team managers to increase sales opportunities and maximize revenue, while managing and maintaining customer relationships at ship-to level across the designated territory.
Duties and Responsibilities
Spend 100% of time on Public Sector opportunities and accounts, with the entire portfolio focused on Public Sector.
Sell MSC products and services to achieve individual and corporate sales and profit goals, with limited guidance from AMPS and PS Team Manager.
Drive sales at all Public Sector account customer facilities within assigned regions.
Prepare and deliver sales presentations that address customer needs and lead to sales growth in established and new Public Sector accounts.
Deliver quarterly formal CIR (Continuous Improvement Report) presentations with key customers.
Engage customers with a value‑driven approach, linking their business priorities to MSC's value proposition.
Leverage individual value drivers by understanding a wide range of customer stakeholders and developing distinct engagement strategies.
Build relationships with key Public Sector agencies to become the focal point for local-level contact.
Map customer decision‑making processes and key points of contact.
Gather, organize, and analyze Public Sector account information to create growth business plans.
Establish value before ROI and financial terms, quantify impact of status quo or competitor solutions, and articulate MSC’s value proposition.
Drive momentum, rally internal resources, and coach customers through the buying process.
Create constructive tension by reframing purchasing needs and compliance requirements.
Tailor presentations and commercial insight to each customer’s specific requirements, agency culture, and contact personality.
Use MSC’s CRM tool (Salesforce.com) and adhere to MSC Sales Management Standards.
Guide customers through purchasing steps, anticipating roadblocks and aligning stakeholders to drive consensus.
Arm mobilizers with tools to sell solutions throughout their organization.
Understand customers’ business objectives and industry trends to cross‑sell and up‑sell.
Partner with Subject Matter Experts (SMEs) to deliver category‑specific expertise.
Deliver cost‑savings documentation on a scheduled cadence.
Maintain accurate, current content in all platforms (SFDC, funnel, win/loss, launch status).
Complete professional development training on time (e.g., account planning, company‑supported training, SFA training).
Promote MSC culture and mission across the department and company.
Demonstrate a can‑do attitude toward new initiatives and programs to meet customer needs.
Apply proactive problem‑solving to overcome compliance, growth, and profitability obstacles.
Participate in special projects and cross‑functional teams as required.
Foster MSC culture and unity of purpose throughout the company.
Qualifications
Bachelor’s Degree in Business, Industrial Distribution, or equivalent experience.
2+ years of successful Public Sector sales experience (preferred).
Working knowledge of compliance requirements and continuous education on industry and market events.
Proficiency in Microsoft Word, Excel, PowerPoint, and Salesforce.com (bonus).
Ability to drive up to several hours per day to customer locations within an assigned territory.
Physical ability to lift up to 50 lbs. and perform activities such as pushing, pulling, bending, and climbing periodically.
Access to ITAR and/or CUI information may be required.
Soft‑skill qualities: Teaching for Differentiation, Tailoring for Resonance, Taking Control, Customer Focus, Decision Quality, Driving Results, Collaboration, Developing Talent, Effective Communication, Instilling Trust, Action Orientation, Managing Conflict, Situational Adaptability.
Compensation Base salary range: $45,177 – $70,993, with commission opportunities based on location and experience. Compensation is determined by relevant experience, education, and peer pay equity.
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 associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation or any other category protected by applicable law. Accommodation requests can be made at any stage of the recruitment process; applicants are encouraged to disclose their needs/requirements.
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