Customer Productivity Consultant

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.

Requisition  :21205

Employment Type :Full Time

Job Category :Customer Service/Support

Work Location :New Castle, DE

The Customer Productivity Consultant (CPC) is responsible for driving supporting MSC's sales teams with customer solutions and service program recommendations, descriptions and proposals. This includes customer qualification and discovery, the recommendation of MSC solutions based on utilizing MSC's Business Needs Analysis methodology, the measuring and monitoring implemented program performance, and field sales training and coaching. The objective is to position MSC as supply chain/Inventory/ procurement experts i.e. Trusted Advisors when developing and recommending solutions to our targeted customer segments.

The CPC acts as a Solutions Consultant and is responsible for partnering with MSC Sales associates to win large/new/incremental business as well as to protect existing business.

Provides MSC's sales teams with deep knowledge in customer solutions and various service programs. Works on complex business issues requiring advanced technical and industry knowledge. Drives sales by influencing C suite executives within the targeted customer segment by building strong and trusted relationships. Gains credibility by demonstrating revenue growth.

In accordance with MSC's go-to-market strategy of "Built to make you better", the CPC will rely on Challenger skills and will follow the MRO-Go process, sharing disruptive insights with customers in demonstrating their solutions expertise. The CPC's will spend the majority of their time on large $500K+ per site opportunities, while developing additional approaches to secure smaller opportunities including training materials, on-line self-help / assessment tools and other "plays" to assist and develop sales in winning new business.

Solutions recommendations can/will include Inventory & Crib Management, Procurement Process Efficiencies and data governance. CPC's are expected to be experts on ALL MSC solutions, including Inventory and Supply Chain Management as well as Digital and Electronic solutions.

• Responsible for increasing Solution sales ~3M to 5M annually within region working closely with sales leadership and sellers to identify and close new solution sales opportunities
• Partners with and coaches' sales teams to identify and qualify solution opportunities using MRO Go and Challenger methodology
• Ability to present MSC Solution offering and value prop to C-level customer contacts both virtually and in person
• Expert-level knowledge of MSC's disruptive insights, Challenger selling methodology, and how MSC's solutions contribute to improved customer performance is expected
• Determines appropriate response to opportunities after initial qualification
• Works with Customer Solutions Manager, National Account Managers, Business Development, and Regional Manager to maintain a current working priority list and backlog
• Once selected to conduct a Business Needs Analysis, interfaces with customers on pre-call overview and description of Needs Analysis site evaluations
• Engages with our Enterprise corporate contacts and aligns with RCPC team for site assessments and analysis
• Requests required information from customer and sales team to perform the BNA
• Leads team in the on-site discovery of customer needs – current and future state
• Performs Data Analysis as required in support of site evaluations and proposals (i.e. ABC methodology)

• Designs an MSC solution proposal in support of customer requirements and ensuring MSC's profitability, operational, technical and business objectives are met
• Presents solution in conjunction with the sales team to customers advocating MSC's value proposition
• Stays close to industry developments, supply chain enhancement, latest Inventory management practices, etc.
• Attend Industry Trade Shows as necessary (i.e. IMTS) as a solutions expert to support sales team
• Works cross functionally with multiple teams to ensure alignment to capabilities and processes
• Offers guidance, as required, regarding awarded business and/or solutions implementation
• Measures and monitors implemented solutions and service program performance
• Evaluates and validates all potential On-Site engagements
• Assists in erosion mitigation activities within our National Account team
• Maintains thorough understanding of all MSC Inventory and Supply Chain and Digital/Electronic solutions
• Provides…