Sls Consultant, Public Sector Key Account

Overview

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.

Requisition  : 20540

Employment Type : Full Time

Job Category : Sales

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:

• Be the industry leader.
• Higher Performance Team.

The KPS role is required to build key customer relationships, identify business opportunities within Public Sector Vertical, negotiate and close business deals, and maintain extensive knowledge of current market conditions. The KPS will collaborate with AMPS, Program Managers, 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.

• 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.
• Drive sales at all Public Sector account customer facilities within their assigned regions.
• Prepare and deliver sales presentations that address the customers' needs, and lead to sales growth within established and new Public Sector accounts. Deliver quarterly formal CIR (Continuous Improvement Report) presentations with key customers.
• Drive two-way communication – engage the customer by deliberately linking their business priorities to our value proposition. Engage in dialogue with customers, constructively creating tension to help the customer learn how MSC can help them achieve their goals. Deliver insight convincingly and with authority.
• Leverage Individual Value Drivers – understand and influence a wide range of customer stakeholders. Develop a distinct strategy for engaging critical stakeholders. Consistently demonstrate an ability to link supplier capabilities to specific, individual stakeholder objectives.
• Develop relationships with key Public Sector agencies within the region to become focal point for customer contact and MSC contact for their needs at local level. Map out customer decision making process and key Point of Contacts.
• Gather, organize and analyze information of all Public Sector accounts within the assigned region, to work with AMPS and Public Sector Team Manager to create a business plan of growth.
• Demonstrate knowledge of Public Sector customers within assigned areas in regard to the current market climate. Make informed inferences about Public Sector customer needs based on understanding of the market or competitors.
• Establish value before ROI/financial terms – qualify and quantify the impact of maintaining the status quo or pursuing competitors' solutions. Quantify 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.
• Drive momentum – rally internal resources to ensure deal momentum. Collaborate with customers to define next steps, coaching customers through the buying process. Attempt 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…