Sls Consultant, Public Sector Key Account

MSC Industrial Supply Co.; Kansas City (KS); On-site; USD 90,000 - 130,000; Full time

Job summary

MSC Industrial Supply Co. is seeking a Key Account Sales Consultant for Public Sector in Kansas City, KS. The role focuses on growing a portfolio of public sector customers with ambitious revenue targets and requires building strong relationships across agencies and stakeholders.

You will collaborate with AMPS, Program Managers, and team leaders to maximize opportunities, manage the customer journey, and drive revenue growth within the public sector.

Responsibilities

• Spend 100% of time on Public Sector opportunities and Public Sector accounts.
• Sell MSC products and services to achieve individual and company sales and profit goals.
• Drive sales at all Public Sector account facilities within assigned regions.
• Prepare and deliver sales presentations addressing customer needs to grow Public Sector accounts.

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.

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.

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.

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, 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.

MSC Industrial Supply
JOB TITLE: Sls Consultant, Public Sector Key Account
JD Template Revision Date 5/2/2024

• 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.