Sls Consultant, Public Sector Key Account

Requisition : 20200

Employment Type: Full Time

Job Category: Sales

Work Location: San Jose, CA

Key Account Sales Consultant Public Sector (KPS) is critical to driving MSC's Public Sector market position and to 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 and focus on growing Public Sector sales with current and new customers in their territory. The role aligns with MSC Public Sector's three strategic goals.

• Become industry leader
• Higher Performance Team

KPS is required to build key customer relationships, identify new business opportunities within the Public Sector Vertical, negotiate and close business deals, and maintain extensive knowledge of current market conditions.

KPS will collaborate with AMPS, Program Managers, and team managers to increase sales opportunities and maximize revenue. The KPS will manage and maintain customer relationships at the ship-to level with established and assigned Public Sector customers across the designated territory.

• Associate must spend 100% of their time on Public Sector Opportunities and Public Sector Accounts must account for 100% of the total portfolio. With limited guidance, sells MSC products and services to ensure the achievement of individual and corporate sales and profit goals.
• Drives sales at all Public Sector account customer facilities within the assigned regions.
• Prepares and delivers sales presentations that address the customers’ needs, leading to sales growth within established and new Public Sector accounts. Delivers Quarterly formal CIR (Continuous Improvement Report) presentations with key customers.
• Drives two-way communication – engages the customer by linking their business priorities to MSC’s value proposition, creating constructive tension to help the customer learn how MSC can help them achieve their goals.
• Leverages Individual Value Drivers – understands and influences a wide range of customer stakeholders, develops a distinct strategy for engaging critical stakeholders, consistently demonstrates an ability to link supplier capabilities to specific stakeholder objectives.
• Develops relationships with key Public Sector agencies within the region to become the focal point for customer contact and MSC contact for local needs. Maps out the customer decision-making process and key points of contact.
• Gathers, organizes, and analyzes information of all Public Sector accounts within the assigned region to help create a business plan of growth with AMPS and Public Sector Team Manager.
• Demonstrates knowledge of Public Sector customers within the assigned areas in regard to the current market climate. Makes informed inferences about customer needs based on market or competitor understanding.
• 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 cost of inaction.
• Drives momentum – rallies internal resources to ensure deal momentum. Collaborates with customers to define next steps, coaching them through the buying process.
• Creates constructive tension by reframing how the customer thinks about purchasing needs and compliance requirements, leveraging data, benchmark data, and best‑demonstrated practices to introduce new ideas that challenge the status quo.
• Tailors presentations and commercial insight to the customer’s specific requirements, agency culture, and contact personality. Matches contacts’ personality and delivers relevant messaging based on current purchasing needs and compliance requirements.
• Uses the Customer Relationship Management (CRM) tool –  (SFDC) and adheres to prescribed actions under MSC Sales Management Standards.
• Takes control of the purchasing process by guiding the customer on next steps and anticipated roadblocks. Utilizes best‑practices to align stakeholders and drive consensus.
• Identifies and equips the mobilizer (influence and power beyond title) with the toolkit to…