Sr. Key Account Sales Consultant

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 :16508

Employment Type :Full Time

Job Category :Field Sales

Work Location :Worcester, MA
BRIEF POSITION SUMMARY:

Sr. Key Account Sales Consultant (Sr. KASC) is responsible for managing and retaining select key accounts by maximizing sales opportunities and profits through customer assessments, cost savings delivery and continuous improvement reviews. The Sr. Key Account Sales Consultant's portfolio will be comprised primarily of customers with high percentage of wallet share where it will be critical to create and maintain a working relationship with Senior-level managers in Operations, Supply Chain, Procurement and Engineering at each key account. Will regularly meet with Senior-level contacts in all accounts to leverage the data presented in Continuous Review and Cost Savings activities to introduce new improvement opportunities in procurement, management and application of products purchased for indirect spend. Sr. Key Account Sales Consultant will work closely with Business Development team in late stage deals to assist in closing new business and effectively on-boarding customer.

DUTIES and RESPONSIBILITIES:

• Achieves performance goals.
• Sells Inventory Management and Procurement solutions where applicable.
• Leverages Subject Matter Experts to assess and diagnose improvement opportunities as it pertains to procurement, inventory management and application of product in the indirect supply chain.
• Creates and maintain a working relationship with Senior-level managers in Operations, Supply Chain, Procurement and Engineering.
• Delivers hard cost savings regularly to all customers on portfolio.
• Conducts Continuous Improvement Reviews with Senior-level managers at each account.
• Works closely with Business Development team in late stage deals to assist in closing new business and effectively on-boarding customer.
• Collaborates with National Account Manager responsible for any National Account assigned to Sr. KASC portfolio. Communicates environment, account plan and opportunities.
• Offers unique perspective to customer by consistently sharing newsworthy insights about the market, educating the customer on new issues and outcomes, and helping them avoid potential landmines. Always tie insights back to our unique strengths in the market.
• Drives two-way communication by engaging in dialogue with customers, constructively creating tension to help the customer learn something new. Surprises the customer with insight. Delivers insight convincingly and with authority.
• Leverages individual value drivers by developing a distinct strategy for engaging critical stakeholders. Consistently demonstrates an ability to link supplier capabilities to specific, individual stakeholder objectives.
• Incorporates economic drivers by demonstrating knowledge of the customer's industry in context of the current market climate. Makes informed inferences about a customer business based on understanding of the market or competitors.
• Establishes value by quantifying value in terms of resolving an unrecognized problem or need, or costs of inaction. Educates customers to articulate MSC's value proposition relative to competitive solutions.
• Drives momentum by rallying internal resources to ensure deal momentum. Collaborates with customers to define next steps, coaching customers through the buying process.
• Creates and embraces constructive tension by reframing how the customer thinks about the business. Leverages data and facts from research, benchmark data and best demonstrated practices to introduce new ideas which challenge the status quo and highlight cost saving opportunities.
• Tailors presentations and insight specific to customer's industry, company and contact. Matches contact's personality and delivers relevant messaging based on current trends in their specific industry that will impact their business.

• Mandatory usage of our 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. Utilizes best demonstrated practices regarding aligning stakeholders to drive consensus to your proposal.
• Identifies and arms the mobilizer (influence and power beyond title) with toolkit to sell MSC solutions throughout their organization.
• Develops strong negotiation posture by focusing on fully knowing the buyer's interests, motives and priorities to develop additional negotiables and creative solutions. Adjusts negotiating strategy/plan based on information gained through discussion.
• Understands our Key Accounts value proposition and key business objectives regarding growth and profitability. Understands the customers and industries they serve and uses this information to build strategic account plan. Continuously researches and comprehends industry trends that will impact customer. Attains status of Trusted Advisor within the industries served by our Key Accounts and demonstrates how partnering with MSC can deliver better results.
• Develops and maintains relationships with Senior-level managers in Operations, Supply Chain and Procurement at each Key Account location.
• Regularly meets with Senior-level contacts and leverages data presented in Continuous Review and Cost Savings to teach customer new ways to improve processes, productivity and remove costs.
• Communicates effectively with Associate Account Manager and Inside Key Account Manager to provide direction on the daily tasks required based on commitment to customer.
• Submits to management all required sales and expense reports in a timely manner.
• Proactively maintains working relationships with field leadership and customer support leadership as necessary to meet customer needs. Works with field leadership to customize account coverage as needed to drive compliance to approved forecasted sales thresholds. Documents and clearly communicates customer service level expectations and or shortfalls with field leadership team including
• Responds selectively and strategically to prospective customer Requests for Information and Proposal and negotiates pricing and other terms of new account agreements with prospective clients to ensure maximum revenue and profit from new agreements to include terms and conditions that will minimize the company's risk.
• Maintains accurate and current content in funnel, win/loss, launch status, Salesforce.com (SFDC) and other platforms for communicating business resource needs to the organization
• Completes professional development training in a timely manner, as assigned. Examples include account planning, company supported training or Salesforce activity (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.
• Participates in special projects and cross functional teams and performs additional duties 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 or the equivalent experience is required.
• Minimum of 5 years demonstrated track record of success in sales and marketing preferred with two years in industrial/manufacturing/distributing sales experience.
• Proficient in Microsoft Word, Excel and PowerPoint, Salesforce.com experience
• Strong background and demonstrated success in selling profitable solutions or services.

SKILLS:

• Ability to teach customer 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 proposal relevant to customer, industry and contact.
• Ability to take control of the purchasing process by guiding customer to next steps and educating them on best demonstrated practices and potential roadblocks.
• Ability to align all the stakeholders involved in the decision-making process to drive consensus to MSC solutions.
• Demonstrated track record of excellent sales, negotiation, relationship building and closing skills and techniques are required.
• Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required.
• Knowledge of e-business.
• Must have track record of meeting and exceeding agreed upon sales plan
• Solid history of decision making and taking accountability
• Must possess strong presentation skills and communicate professionally as a dynamic speaker and in written responses to emails; RFPs; RFIs; and when submitting reports.
• Strong analytical skills, ability to make quick/calculated decisions, and ability to perform effectively in a team and individual work environment are a must.
• Demonstrated project management skills
• Ability to make recommendations for solutions based on information gathered and analyzed from systems
• Strong interpersonal and communications skills (oral and written) along with strong attention to detail and follow through required
• Strong ability to be flexible and adapt to change in business practices, market changes, etc.
• Self-motivated to meet specific sales goals
• Ability to work independently and cross-functionally at multiple levels within the business unit (e.g., Marketing, Product Management, Finance, etc.)
• Ability to read and communicate understanding of customer financial statements.
• Demonstration of competitive spirit and ability to overcome obstacles to success
• Excellent ability to adapt to a changing environment quickly and effectively
• Proven pattern of success collaborating with business leaders with competing objectives or "mind share

COMPETENCIES

Must demonstrate advanced proficiency in most of the following competencies:

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

OTHER REQUIREMENTS:

• A valid driver's license and the ability to travel up to 25%, is required.
• 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").

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 and financial well-being. 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.

Compensation at MSC varies based on several factors, including but not limited to location, candidate experience, skillset, and the role. The Company reserves the right to modify the range as market conditions change.

WE BELIEVE

We have a steadfast commitment to diversity and inclusion and believe we are at ourbest when each of our associates can be their authentic selves at work. In line with our values and commitment, we have established 7 resource groups to further our diversity, equity, and inclusion journey. Visit our page to learn more about our efforts. Diversity and Inclusion at MSC

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, gender identity/expression 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.