Sls Consultant, Public Sector Key Account

Sls Consultant, Public Sector Key Account

MSC Milpitas, CA (95036)

Full Time

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 achieving revenue and profit growth within Public Sector Mid/Large Market customers ($200,000‑$5,000,000 potential). The KPS will manage a portfolio of $2M‑$5M in annual revenue, focusing on growing Public Sector sales with current and new customers in their geographic territory. The role aligns with Public Sector's three strategic goals: becoming an industry leader and building a higher‑performance team.

• Spend 100% of time on Public Sector opportunities and accounts.
• Drive sales at all Public Sector account customer facilities within the assigned region.
• Prepare and deliver sales presentations that address customer needs, leading to sales growth within established and new Public Sector accounts. Deliver quarterly formal CIR (Continuous Improvement Report) presentations with key customers.
• Engage customers by linking their business priorities to MSC’s value proposition and creating constructive tension to drive buying decisions.
• Leverage individual value drivers by developing distinct strategies for engaging critical stakeholders and linking supplier capabilities to stakeholder objectives.
• Develop relationships with key Public Sector agencies, becoming the focal point for customer contact and MSC interaction at the local level. Map decision‑making processes and key points of contact.
• Gather, organize, and analyze information on all Public Sector accounts within the assigned region to create growth business plans with AMPS and the Public Sector Team Manager.
• Demonstrate knowledge of Public Sector customers and market climate to make informed inferences about needs and competitors.
• Qualify and quantify the impact of maintaining the status quo or pursuing competitors’ solutions, articulating value relative to competitive alternatives.
• Drive momentum by rallying internal resources, coaching customers through the buying process, and mobilizing key stakeholders to ensure deal progress.
• Create constructive tension by reframing purchasing needs and compliance requirements, leveraging data, benchmark research, and best practices.
• Tailor presentations and commercial insight to the customer’s specific requirements, agency culture, and contact personalities.
• Use  (SFDC) consistently and adhere to MSC Sales Management Standards.
• Guide customers on next steps and anticipated roadblocks, aligning stakeholders to drive consensus.
• Equip mobilizers with toolkits to sell solutions throughout their organization.
• Understand customers’ value propositions and industry objectives to cross‑sell and up‑sell.
• Research industry trends impacting customers; serve as a trusted advisor on how MSC can partner to deliver better results.
• Maintain relationships with users, influencers, and decision makers across functional departments in each account.
• Collaborate with Subject Matter Experts (SMEs) to deliver category‑specific expertise and value.
• Deliver cost‑savings documentation on schedule to demonstrate differentiated service value.
• Accurately manage content in funnel, win/loss, launch status, and other platforms to communicate business resource needs.
• Complete professional development and training promptly (account planning, company‑supported training, SFA training).
• Foster MSC culture throughout the department, ensuring unity of purpose and support of MSC’s vision.
• Participate in special projects, cross‑functional teams, and perform additional duties as required.

• Bachelor’s degree in Business, Industrial Distribution, or equivalent experience.
• Minimum 2 years of demonstrated success in Public Sector sales.
• Working knowledge of compliance requirements and continuous education on industry and market events.
• Proficiency in Microsoft Word, Excel, PowerPoint, and
• Ability to travel up to several hours per day to customer locations within the assigned region.
• Physical ability to lift up to 50 lbs. and perform activities…