🚀 Key Account Sales Consultant

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.

Requisition ID : 18862

Employment Type : Full Time

Job Category : Sales

Work Location : Minneapolis, MN

BRIEF POSITION SUMMARY:

Key Account Sales Consultant works to improve MSC’s market position and achieve revenue and profit growth within Mid-Market customers ($200,000-$5,000,000 potential). The role is assigned a portfolio of $2M-$4M in annual revenue, with a majority of Mid-Market customers in the penetration stage of their lifecycle. The Key Account Sales Consultant aligns with MSC’s long-term strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes deals, and maintains extensive knowledge of current market conditions. The role collaborates with the internal team and managers to increase sales opportunities and maximize revenue. The Key Account Sales Consultant utilizes account planning tools, prescriptive analytics, and marketing research to teach customers something new and compelling about their business that leads to MSC’s differentiated solutions.

DUTIES AND RESPONSIBILITIES:

• Offers unique perspective by aligning our insights to key customer priorities, reframing how customers view their business. Shares newsworthy market insights, educates on new issues and outcomes, helps customers avoid potential landmines. Embraces tension in commercial conversations.
• Drives two-way communication by linking customer priorities to our value proposition. Engages in dialogue, creates constructive tension to help the customer learn, and delivers insight convincingly and with authority.
• Leverages individual value drivers by understanding a wide range of customer stakeholders and developing strategies to engage them. Links supplier capabilities to stakeholder objectives with qualitative elements in conversations.
• Incorporates economic drivers with knowledge of the customer’s business, macro- and microeconomic trends, industry trends, and potential new opportunities. Understands the customer’s industry in the market context and can infer business implications from market data.
• Establishes value before ROI/financial terms by quantifying the impact of changes, costs of inaction, and the customer’s ability to articulate value relative to alternatives.
• Drives momentum by proactively advancing the purchase decision, rallying internal resources, and defining next steps with customers.
• Create constructive tension by reframing how the customer thinks about their business; leverage data and research to introduce new ideas that challenge the status quo.
• Tailors presentations and commercial insights to the customer’s industry, company, and contact; matches messaging to the contact’s personality and trends in their industry.
• Mandatory usage of the Customer Relationship Management (CRM) tool Salesforce.com (SFDC) and adherence to MSC Sales Management Standards.
• Guides the purchasing process by outlining next steps and anticipated roadblocks; aligns stakeholders to drive consensus.
• Identifies and equips mobilizers with tools to sell MSC solutions across their organization.
• Understands customer value propositions and business objectives related to growth and profitability; uses industry knowledge to cross-sell and up-sell.
• Researchers industry trends that affect customers and becomes a Trusted Advisor on the industries served; collaborates with MSC to deliver better results.
• Develops and maintains relationships with users, influencers, and decision-makers across accounts; cultivates multiple contacts across departments.
• Leads with SMEs to deliver expertise and value for product categories and solutions.
• Delivers cost savings documentation on a scheduled cadence to demonstrate value of differentiated services.
• Maintains accurate, current content in funnel, win/loss, launch status, SFDC and other platforms to communicate business resource needs.
• Completes professional development training in a timely manner (e.g., account planning, company training, SFA training).
• Fosters MSC culture within the department and across the company to align with MSC’s mission.
• Demonstrates a can-do attitude toward supporting new initiatives and solves problems proactively to meet customer needs and profitability.
• Participates in special projects and cross-functional teams as required.

*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.

EDUCATION AND EXPERIENCE:

• A Bachelor’s Degree in Business, Industrial Distribution, Manufacturing or the equivalent experience is required.
• 2 years demonstrated track record of success in B2B sales is preferred.
• Proficient in Microsoft Word, Excel and PowerPoint; Salesforce.com experience.

SKILLS:

• Ability to teach customers something new and compelling about their business which leads to MSC-differentiated solutions.
• Ability to create constructive tension to drive action from the customer.
• Ability to tailor messaging, presentation and proposals to the customer, industry and contact.
• Ability to take control of the purchasing process by guiding customers to next steps and educating them on best practices and potential roadblocks.
• Ability to align all stakeholders involved in the decision-making process to drive consensus on MSC solutions.
• Demonstrated track record of sales, negotiation, relationship building and closing skills.
• Computer literacy and proficiency in word processing, spreadsheet, and presentation software.
• Track record of meeting and exceeding sales plans.
• Strong decision-making and accountability; ability to analyze information from systems to recommend solutions.
• Strong interpersonal and communication skills (oral and written) with attention to detail and follow-through.
• Flexibility to adapt to changing business practices and markets; self-motivated to meet sales goals.
• Ability to work independently and cross-functionally; willingness to learn manufacturing concepts and processes.
• Demonstrated competitive spirit and ability to overcome obstacles; adaptability to changing environments.

COMPETENCIES:

• Teaching for Differentiation
• Tailing for Resonance
• Taking Control
• Customer Focus
• Decision Quality
• Drives Results
• Collaborates
• Develops Talent
• Communicates Effectively
• Instills Trust
• Action Oriented
• Manages Conflict
• Situational Adaptability

OTHER REQUIREMENTS:

• Capable of driving up to several hours per day to customer locations within an assigned territory or region.
• 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 ITAR information and/or Controlled Unclassified Information (CUI).

Compensation starting at $70,980 - $111,540 depending on 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.

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.