Sls Consultant, Public Sector Key Account

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.

20401

Full Time

Sales

Milwaukee, WI

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 be assigned 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:
1) Growth (double digits),
2) Become industry leader,
3) Higher Performance Team.

• Build key customer relationships and identify business opportunities within the Public Sector vertical.
• Negotiate and close business deals while maintaining extensive knowledge of current market conditions.
• Collaborate with AMPS, Program Managers, and team managers to increase sales opportunities and maximize revenue.
• Manage and maintain customer relationships at ship‑to level with assigned Public Sector customers across the designated territory.
• Spend 100% of time on Public Sector opportunities and accounts, ensuring 100% of the total portfolio aligns with this focus.
• Drive sales at all Public Sector account customer facilities within assigned regions.
• Prepare and deliver sales presentations that address customers' needs and lead to sales growth within established and new Public Sector accounts.
• Deliver quarterly formal Continuous Improvement Report (CIR) presentations with key customers.
• Engage customers by linking their business priorities to MSC's value proposition, creating constructive tension and delivering insight convincingly.
• Understand a wide range of customer stakeholders and develop distinct engagement strategies for critical stakeholders.
• Develop relationships with key Public Sector agencies and establish a local point of contact for customer needs.
• Map out customer decision‑making processes and key points of contact.
• Gather, organize, and analyze information of all assigned Public Sector accounts to create growth business plans.
• Establish value before ROI or financial terms, quantifying the impact of maintaining status quo or pursuing competitors' solutions.
• Rally internal resources to ensure deal momentum and coach customers through the buying process.
• Create constructive tension by reframing purchasing needs and compliance requirements using data, benchmarks, and best practices.
• Tailor presentations and commercial insights to each customer's specific requirements, agency culture, and contact personality.
• Mandatorily use the CRM tool  (SFDC) and adhere to prescribed actions under MSC Sales Management Standards.
• Control the purchasing process by guiding customers on next steps and anticipated roadblocks, aligning stakeholders to drive consensus.
• Equip mobilizers with the toolkit to sell solutions throughout their organization.
• Understand customers' value propositions and key business objectives regarding growth and profitability.
• Research industry trends impacting customers, becoming a trusted advisor on served industries.
• Develop and maintain relationships with users, influencers, and decision makers across multiple functional departments.
• Team with Subject Matter Experts (SMEs) to deliver product and solution expertise.
• Deliver cost‑saving documentation on a scheduled cadence.
• Maintain accurate, current management of funnel, win/loss, launch status, SFDC, and other platforms for business communication.
• Complete professional development training promptly (e.g., account planning, company‑supported training, SFA training).
• Promote MSC…