Senior 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 :17242

Employment Type :Full Time

Job Category :Field Sales

Work Location :Elkhart, IN

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 - (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, (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, 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 . click apply for full job details