Key Account Sales Consultant (Public Sector)
MSC Industrial Supply Co., Omaha, NE, United States
BUILD A BETTER CAREER WITH MSC
Serving customers and our community starts with the best people doing their best work. That is precisely what we have created at MSC Industrial Supply Co. We are 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.
Requisition ID:
20093
Employment Type:
Full Time
Job Category:
Sales
Work Location:
Omaha, NE
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's three strategic goals: 1) Growth (double digits), 2) Become industry leader, 3) Higher Performance Team. The KPS role is required to build key customer relationships, identify business opportunities within the Public Sector vertical, negotiate and close business deals, and maintain extensive knowledge of current market conditions. The KPS will collaborate 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.
DUTIES AND RESPONSIBILITIES
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 the 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, leading 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 deliberately linking their business priorities to our value proposition, engages in dialogue, constructively creating tension to help the customer learn how MSC can help them achieve their goals, and 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, and consistently demonstrates an ability to link supplier capabilities to specific stakeholder objectives.
Develops relationships with key Public Sector agencies within their region to become the focal point for customer contact and MSC contact for their needs at the local level, maps out the customer decision‑making process, and identifies 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 with regard to the current market climate and can make informed inferences about 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, quantifying value in terms of resolving an unrecognized problem or need, or costs of inaction. Representatives can articulate the value proposition relative to competitive solutions.
Drives momentum – rallies internal resources to ensure deal momentum, collaborates with customers to define next steps, coaches customers through the buying process, and relies on key stakeholders/mobilizers to drive action between sales calls.
Creates constructive tension by reframing how the customer thinks about their purchasing needs and compliance requirements, leveraging data and facts from research, benchmark data, and best‑demonstrated practices to introduce new ideas that challenge the status quo and show the customer that they are costing more than they realize.
Tailors presentations and commercial insight to the customer's specific requirements, agency culture, and contacts' personality, matching the contacts’ personality and delivering relevant messaging based on current purchasing needs and compliance requirements.
Mandatory usage of MSC's Customer Relationship Management (CRM) tool Salesforce.com (SFDC) and adherence to prescribed actions under the MSC Sales Management Standards.
Takes control of the purchasing process by guiding the customer on next steps and anticipated roadblocks, utilizing best‑demonstrated practices regarding aligning stakeholders to drive consensus to your proposal.
Identifies and equips the mobilizer (influence and power beyond title) with a toolkit to sell solutions throughout their organization.
Understands customers' value propositions and key business objectives regarding growth and profitability, understands the customers and the industries they serve, and uses this information to cross‑sell and up‑sell.
Researches and comprehends industry trends that will impact the customer, becoming very knowledgeable and recognized as a trusted advisor on the industries served by our customers and how MSC can partner to deliver better results.
Develops and maintains relationships with contacts that are users, influencers, and decision‑makers across different functional departments in each account.
Teams with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific product categories and solutions.
Delivers cost‑savings documentation on a scheduled cadence to demonstrate the value of differentiated services and solutions.
Maintains accurate, current management of content in the funnel, win/loss, launch status, SFDC, and other platforms for communicating business resource needs to the organization.
Completes required professional development training in a timely manner – examples include 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.
Demonstrates a can‑do attitude toward supporting new initiatives and programs designed to meet customer needs, employing proactive problem‑solving to overcome obstacles for customer compliance, growth, and profitability.
Participates in special projects and cross‑functional teams and performs additional duties as required.
Fosters the MSC culture in the department and throughout the company to ensure fulfillment of MSC's vision and unity of purpose.
QUALIFICATIONS What You Need:
A Bachelor's Degree in Business, Industrial Distribution, or equivalent experience is required.
2 years of demonstrated track record in Public Sector sales is preferred.
Working knowledge of compliance requirements and continuous education to stay up‑to‑date on industry and market events.
Proficiency in Microsoft Word, Excel, PowerPoint, and experience with Salesforce.com.
Bonus Points If You Have:
Capacity to drive up to several hours per day to customer location(s) within an assigned territory or region.
Ability to lift up to 50 lbs.
Physical activity such as pushing, pulling, bending, and climbing may be required periodically.
Experience with or the ability to access International Traffic in Arms Regulations Information (ITAR) and/or Controlled Unclassified Information (CUI).
Other Requirements:
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
Compensation starting at $45,177 – $70,992 plus commission opportunity, depending on candidate location and 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, 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. We are unable to sponsor or take over sponsorship of an employment visa for this position at this time.
This job posting will remain open for a minimum of 3 business days from the original posting date or longer as needed to fill the position.
WHY MSC? People. Collaboration. Insight. That's how you build something that works. Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 80 + years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply‑chain solutions. We care about our associates and have programs in place to help our 6,500+ team members achieve their potential.
OUR COMMITMENT TO YOU Our associates are our top priority and investing in their well‑being is one way we execute our Built to Make You Better brand promise. Alongside competitive pay, we have a comprehensive benefits program to support you and your family's health, well‑being, and financial future. We offer dynamic healthcare plans, generous 401(k) and stock‑purchasing programs, tuition reimbursement opportunities, and paid time away for holidays, vacations, and illness. Visit our page for a better look at our extensive benefits: Your Future Benefits. ( Your Future Benefits )
You will also have the opportunity to join our Associate Inclusion Circles: Women, Pride, Black, Generational, Veterans, HOLA, and Able. These circles are open to all associates and are designed to promote awareness, collaboration, and respect.
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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Requisition ID:
20093
Employment Type:
Full Time
Job Category:
Sales
Work Location:
Omaha, NE
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's three strategic goals: 1) Growth (double digits), 2) Become industry leader, 3) Higher Performance Team. The KPS role is required to build key customer relationships, identify business opportunities within the Public Sector vertical, negotiate and close business deals, and maintain extensive knowledge of current market conditions. The KPS will collaborate 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.
DUTIES AND RESPONSIBILITIES
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 the 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, leading 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 deliberately linking their business priorities to our value proposition, engages in dialogue, constructively creating tension to help the customer learn how MSC can help them achieve their goals, and 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, and consistently demonstrates an ability to link supplier capabilities to specific stakeholder objectives.
Develops relationships with key Public Sector agencies within their region to become the focal point for customer contact and MSC contact for their needs at the local level, maps out the customer decision‑making process, and identifies 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 with regard to the current market climate and can make informed inferences about 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, quantifying value in terms of resolving an unrecognized problem or need, or costs of inaction. Representatives can articulate the value proposition relative to competitive solutions.
Drives momentum – rallies internal resources to ensure deal momentum, collaborates with customers to define next steps, coaches customers through the buying process, and relies on key stakeholders/mobilizers to drive action between sales calls.
Creates constructive tension by reframing how the customer thinks about their purchasing needs and compliance requirements, leveraging data and facts from research, benchmark data, and best‑demonstrated practices to introduce new ideas that challenge the status quo and show the customer that they are costing more than they realize.
Tailors presentations and commercial insight to the customer's specific requirements, agency culture, and contacts' personality, matching the contacts’ personality and delivering relevant messaging based on current purchasing needs and compliance requirements.
Mandatory usage of MSC's Customer Relationship Management (CRM) tool Salesforce.com (SFDC) and adherence to prescribed actions under the MSC Sales Management Standards.
Takes control of the purchasing process by guiding the customer on next steps and anticipated roadblocks, utilizing best‑demonstrated practices regarding aligning stakeholders to drive consensus to your proposal.
Identifies and equips the mobilizer (influence and power beyond title) with a toolkit to sell solutions throughout their organization.
Understands customers' value propositions and key business objectives regarding growth and profitability, understands the customers and the industries they serve, and uses this information to cross‑sell and up‑sell.
Researches and comprehends industry trends that will impact the customer, becoming very knowledgeable and recognized as a trusted advisor on the industries served by our customers and how MSC can partner to deliver better results.
Develops and maintains relationships with contacts that are users, influencers, and decision‑makers across different functional departments in each account.
Teams with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific product categories and solutions.
Delivers cost‑savings documentation on a scheduled cadence to demonstrate the value of differentiated services and solutions.
Maintains accurate, current management of content in the funnel, win/loss, launch status, SFDC, and other platforms for communicating business resource needs to the organization.
Completes required professional development training in a timely manner – examples include 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.
Demonstrates a can‑do attitude toward supporting new initiatives and programs designed to meet customer needs, employing proactive problem‑solving to overcome obstacles for customer compliance, growth, and profitability.
Participates in special projects and cross‑functional teams and performs additional duties as required.
Fosters the MSC culture in the department and throughout the company to ensure fulfillment of MSC's vision and unity of purpose.
QUALIFICATIONS What You Need:
A Bachelor's Degree in Business, Industrial Distribution, or equivalent experience is required.
2 years of demonstrated track record in Public Sector sales is preferred.
Working knowledge of compliance requirements and continuous education to stay up‑to‑date on industry and market events.
Proficiency in Microsoft Word, Excel, PowerPoint, and experience with Salesforce.com.
Bonus Points If You Have:
Capacity to drive up to several hours per day to customer location(s) within an assigned territory or region.
Ability to lift up to 50 lbs.
Physical activity such as pushing, pulling, bending, and climbing may be required periodically.
Experience with or the ability to access International Traffic in Arms Regulations Information (ITAR) and/or Controlled Unclassified Information (CUI).
Other Requirements:
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
Compensation starting at $45,177 – $70,992 plus commission opportunity, depending on candidate location and 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, 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. We are unable to sponsor or take over sponsorship of an employment visa for this position at this time.
This job posting will remain open for a minimum of 3 business days from the original posting date or longer as needed to fill the position.
WHY MSC? People. Collaboration. Insight. That's how you build something that works. Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 80 + years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply‑chain solutions. We care about our associates and have programs in place to help our 6,500+ team members achieve their potential.
OUR COMMITMENT TO YOU Our associates are our top priority and investing in their well‑being is one way we execute our Built to Make You Better brand promise. Alongside competitive pay, we have a comprehensive benefits program to support you and your family's health, well‑being, and financial future. We offer dynamic healthcare plans, generous 401(k) and stock‑purchasing programs, tuition reimbursement opportunities, and paid time away for holidays, vacations, and illness. Visit our page for a better look at our extensive benefits: Your Future Benefits. ( Your Future Benefits )
You will also have the opportunity to join our Associate Inclusion Circles: Women, Pride, Black, Generational, Veterans, HOLA, and Able. These circles are open to all associates and are designed to promote awareness, collaboration, and respect.
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.
#J-18808-Ljbffr