Sls Consultant, Public Sector Key Account

MSC Industrial Supply Co.; Kansas City (KS); On-site; USD 45,000 - 71,000; Full time

Job summary

MSC Industrial Supply Co. in Kansas City, KS seeks a Key Account Sales Consultant for Public Sector to drive revenue growth within mid/large Public Sector accounts.

You will manage a $2M–$5M portfolio, build long-term relationships, present MSC solutions, and partner with AMPS and Program Managers to expand opportunities.

This role requires a bachelor’s degree, sales experience in Public Sector, and proficiency with Salesforce.com and MS Office; travel within territory is expected.

Qualifications

• Bachelor’s Degree in Business, Industrial Distribution or equivalent.
• 2 years demonstrated success in Public Sector sales.
• Working knowledge of compliance requirements and industry standards.
• Proficient in Microsoft Word, Excel and PowerPoint; Salesforce.com experience.

Responsibilities

• Sells MSC products and services to Public Sector accounts to achieve sales and profit goals.
• Drives sales at Public Sector account facilities within assigned regions.
• Delivers presentations addressing customer needs to generate growth in existing and new Public Sector accounts.

Skills

Public Sector sales

Relationship building

Opportunity discovery

Education

Bachelor’s Degree in Business/Industrial Distribution

Tools

Salesforce.com

Microsoft Word

Excel

PowerPoint

Job description

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 :21787

Employment Type : Full Time

Job Category : Sales

Work Location : Kansas City, KS

BRIEF POSITION SUMMARY

Key Account Sales Consultant Public Sector (KPS) is critical to driving MSC’s Public Sector market
position and achieve 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 geo-graphic
territory. The KPS, aligns with Public Sector’s three strategic goals: 1). Growth (double digits), 2).
Become industry leader 3). Higher Performance Team. KPS role is required to build key customer
relationships, identify business opportunities within Public Sector Vertical, negotiates and closes
business deals and maintain extensive knowledge of current market conditions. The KPS will collaborate
with AMPS, Program Mangers, and team managers to increase sales opportunities to maximize
revenue. The KPS will manage and maintain customer relationships at ship to level with established and
assigned Public Sector customers across 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 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, 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 deliberately linking their business
  priorities to our 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 influence 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 Point of Contacts.
• Gathers, organizes, and analyzes information of all Public Sector accounts within the assigned
  region, to work with AMPS and Public Sector Team Manager help create a business plan of
  growth.
• Demonstrates knowledge of Public Sector customers within their assigned areas in regard to 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. Rep's customers can 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. Attempts to
  rely on key stakeholders/mobilizers to drive action between sales calls.
• Create constructive tension by reframing how the customer thinks about their purchasing needs
  and compliance requirements. Leverage data and facts from research, benchmark data and
  best demonstrated practices to introduce new ideas which challenges the status quo and shows
  the customer it is them costing more than they may realize.
• Tailor presentations and commercial insight specific to customer’s specific requirements, agency
  culture and contacts personality. Match contacts personality and deliver relevant messaging
  based on current purchasing needs and compliance requirements.
• Mandatory usage of our Customer Relationship Management (CRM) tool – Salesforce.com
  (SFDC) and adherence to prescribed actions under the MSC Sales Management Standards.
• Take control of the purchasing process by guiding the customer on next steps and anticipated
  roadblocks. Utilize best demonstrated practices regarding aligning stakeholders to drive
  consensus to your proposal.
• Identify and arm the mobilizer (influence and power beyond title) with toolkit to sell your solutions
  throughout their organization.
• Understand our customers’ value propositions and key business objectives regarding growth and
  profitability. Understand the customers and industries they serve and use this information to
  cross-sell and up-sell.
• Research and comprehend industry trends that will impact customer. Become very
  knowledgeable and recognized as a Trusted Advisor on the industries served by our customers
  and how MSC can partner with them to deliver better results.
• KPS will develop and maintain relationships with contacts that are users, influencers, and
  decision makers. KPS will develop and maintain relationships with numerous contacts across
  different functional departments in each account.
• Team with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific
  categories of products and solutions.
• Deliver Costs Savings Documentation on a scheduled cadence to demonstrate value of differentiated services and solutions.
• Accurate, current management of content in funnel, win/loss, launch status, SFDC and other
  platforms for communicating business resource needs to the organization.
• Professional development training will be completed in a timely manner as assigned. 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.
• 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.
• Fosters the MSC Culture in the department and throughout the company to ensure fulfillment of
  MSC’s vision and unity of purpose.
• Participation in special projects and performs additional duties as required.

QUALIFICATIONS

What You Need:

• A Bachelor’s Degree in Business, Industrial Distribution or the equivalent experience is required.
• 2 years demonstrated track record of success in Public Sector sales is preferred.
• Working knowledge of compliance requirements and continuous education to be up to date on
  industry and market events
• Proficient in Microsoft Word, Excel and PowerPoint, Salesforce.com experience

Bonus Points If You Have:

• Capable of driving up to several hours per day to customer location(s) within an assigned
  territory or region is required
• The ability to lift up to 50 lbs. is required.
• Physical activity such as pushing, pulling, bending, and climbing may be required periodically.
• This position may require access to 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

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.

Compensation starting at $45178 - $70994 with commission opportunities depending on candidate location and experience.

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 401K 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.

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.

Please note that MSC uses electronic monitoring and system logs in its workplace, including monitoring of Company-provided systems and collaboration tools, as permitted by applicable law.

Compensation starting at $45178 - $70994 with commission opportunities 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 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. 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.