Key Account Sales Consultant

MSC Industrial Supply Co.

14d ago

Job
Full-time
Junior Level
Customer Relations
Sales & Business Development
Ogden

AI generated summary

You need a Bachelor's in Business or related field, 2 years B2B sales experience, strong communication skills, Salesforce knowledge, ability to drive consensus, and adaptability to change.
You will build relationships with key stakeholders, provide insights, drive customer engagement, tailor solutions, and collaborate with teams to advance sales while managing CRM and customer value assessments.

Requirements

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.
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.
Must have track record of meeting and exceeding agreed upon sales plan.
Solid history of decision making and taking accountability.
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.
Ability to learn manufacturing concepts and processes.
Demonstration of competitive spirit and ability to overcome obstacles to success.
Excellent ability to adapt to a changing environment quickly and effectively.
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”).

Responsibilities

Offers unique perspective - Aligns our unique insights to key customer priorities, reframing the way customers view their business. Consistently shares newsworthy insights about the market, educating them on new issues and outcomes, and helping them avoid potential landmines. Embraces tension in commercial conversations.
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 something new. Surprises the customer with insight. 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. Is comfortable including stories or more qualitative aspects to a commercial conversation.
Incorporates Economic Drivers - Has a deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities. Demonstrates knowledge of the customer’s industry in context of the current market climate. Can make informed inferences about a customer business 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 - Proactively advances the purchase decision without rushing the customer. 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 the business. 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 industry, company and contact. Match contacts personality and deliver 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.
Take control of the purchasing process by guiding the customer on next steps and anticipated roadblocks. Utilize best demonstrated practices regarding aligning stake-holders 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.
Key Account Sales Consultant will develop and maintain relationships with contacts that are users, influencers and decision makers. Key Account Sales Consultant 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.

FAQs

What is the primary focus of the Key Account Sales Consultant role?

The primary focus of the Key Account Sales Consultant role is to improve MSC’s market position and achieve revenue and profit growth within Mid-Market customers, specifically those generating annual revenues between $200,000 and $5,000,000.

What is the required education for this position?

A Bachelor’s Degree in Business, Industrial Distribution, Manufacturing, or equivalent experience is required for the Key Account Sales Consultant position.

How many years of sales experience are preferred for this role?

A preferred minimum of 2 years of demonstrated success in B2B sales is desired for the Key Account Sales Consultant role.

What tools are used for managing customer relationships in this position?

The Key Account Sales Consultant is required to use Salesforce.com (SFDC) as the Customer Relationship Management (CRM) tool and adhere to the MSC Sales Management Standards.

What type of compensation can one expect in this role?

The compensation for this role starts at $64,540 and can go up to $101,420 per year, depending on experience, including base salary and commission.

What are some key responsibilities of the Key Account Sales Consultant?

Key responsibilities include building customer relationships, identifying business opportunities, negotiating and closing deals, and utilizing account planning tools to deliver insights that drive sales.

Is travel required for this position?

Yes, the Key Account Sales Consultant may be required to drive up to several hours per day to customer locations within an assigned territory or region.

What skills are essential for success in the Key Account Sales Consultant role?

Essential skills include the ability to teach customers new insights, create constructive tension, tailor presentations, and demonstrate excellent sales, negotiation, and relationship-building skills.

What benefits does MSC provide to its associates?

MSC provides a comprehensive benefits program including dynamic healthcare plans, 401K and stock purchasing programs, tuition reimbursement opportunities, and paid time off for holidays, vacations, and illness.

Are there opportunities for professional development in this role?

Yes, the Key Account Sales Consultant is required to complete professional development training in a timely manner, which may include account planning and company-supported training.

MSC Industrial Supply Co.

MSC Industrial Supply is the source for your metalworking and MRO needs. Built to Make You Better.

Manufacturing & Electronics

Industry

5001-10,000

Employees

1941

Founded Year

Mission & Purpose

MSC Industrial Supply Co. (NYSE:MSM) is a leading North American distributor of metalworking and maintenance, repair, and operations (MRO) products and services. We help our customers drive greater productivity, profitability and growth with more than 1 million products, inventory management and other supply chain solutions, and deep expertise from 75 years of working with customers across industries. Our experienced team of over 6,000 associates is dedicated to working side by side with our customers to help drive results for their businesses - from keeping operations running efficiently today to continuously rethinking, retooling, and optimizing for a more productive tomorrow.