Sls Consultant, Public Sector Key Account

Requisition : 20401

Employment Type: Full Time

Job Category: Sales

Work Location: Milwaukee, WI

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:
1) Growth (double digits),
2) Become industry leader,
3) Higher Performance Team. The role requires building key customer relationships, identifying business opportunities within Public Sector Vertical, negotiating and closing business deals, and maintaining extensive knowledge of current market conditions.

• 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 from AMPS and PS Team Manager, sells MSC products and services to ensure individual and corporate sales and profit goals are achieved.
• Drives sales at all Public Sector account customer facilities within their assigned regions.
• Prepares and delivers sales presentations that address the customers' needs, and leads 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, engaging in constructive dialogue, creating tension to help the customer learn how MSC can help them achieve their goals, and delivering insight convincingly and with authority.
• Leverages Individual Value Drivers – understands and influences a wide range of customer stakeholders, develops a distinct strategy for engaging critical stakeholders, and consistently demonstrates an ability to link supplier capabilities to specific stakeholder objectives.
• Develops relationships with key Public Sector agencies within their region to become the focal point for customer contact and MSC contact for local-level needs.
• Maps out customer decision-making processes and key points of contact.
• Gathers, organizes, and analyzes information for all Public Sector accounts within the assigned region and works with AMPS and Public Sector Team Manager to create a business plan of growth.
• Demonstrates knowledge of Public Sector customers within assigned areas regarding current market climate and can make informed inferences about customer needs.
• Establishes value before ROI/financial terms – qualifies and quantifies the impact of maintaining the status quo or pursuing competitor solutions.
• Drives momentum by rallying internal resources, collaborating with customers to define next steps, and coaching customers through the buying process.
• Creates constructive tension by reframing how the customer thinks about purchasing needs and compliance requirements using data, benchmark data, and best practices.
• Tailors presentations and commercial insight to customer-specific requirements, agency culture, and contact personality.
• 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, aligning stakeholders to drive consensus.
• Identifies and equips the mobilizer with toolkits to sell solutions throughout their organization.
• Understands customers' value propositions and key business objectives regarding growth and profitability, and uses this information to cross-sell and up-sell.
• Researches and comprehends industry trends that will impact customers, becoming knowledgeable and recognized as a Trusted Advisor in served industries.
• Develops and maintains relationships with contacts that are users, influencers, and decision makers across functional departments in each account.
• Teams with Subject Matter Experts (SMEs) to deliver expertise…