Sls Consultant, Public Sector Key Account

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.

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 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:

• Become industry leader
• Higher Performance Team

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.

• 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 the achievement of individual and corporate sales and profit goals.
• Drives sales at all Public Sector account customer facilities within their 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.
• Engages the customer by deliberately linking their business priorities to our 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, and demonstrates the 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 their needs at the local level. Maps out decision making process and key points of contact.
• Gathers, organizes, and analyzes information of all Public Sector accounts to create a business plan of growth with AMPS and Public Sector Team Manager.
• Establishes value before ROI/financial terms, qualifies and quantifies the impact of maintaining the status quo or pursuing competitor solutions.
• Drives momentum, rallies internal resources, collaborates with customers to define next steps, and coaches customers through the buying process.
• Creates constructive tension by reframing how the customer thinks about purchasing needs and compliance requirements, leveraging data and facts from research.
• Tails presentations and commercial insight to the customer's specific requirements, agency culture, and contact personality.
• Uses  (SFDC) as the mandatory customer relationship management tool and adheres to MSC Sales Management Standards.
• Guides the customer on next steps and anticipated roadblocks, utilizing best practices for aligning stakeholders to drive consensus.
• Identifies and equips the mobilizer with tools to sell solutions throughout the organization.
• Understands customers' value propositions and key business objectives regarding growth and profitability.
• Researches and…