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.

Requisition

Employment Type:

Full Time

Job Category:
Sales

Work Location:

Deer Park, NY

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 across their geo‑graphic territory. The role aligns with Public Sector's three strategic goals:

• Growth (double digits)
• Become industry leader
• Higher Performance Team

The KPS role requires building key customer relationships, identifying business opportunities within the Public Sector Vertical, negotiating and closing deals, and maintaining extensive knowledge of current market conditions. The KPS will collaborate with AMPS, Program Managers, and team managers to increase sales opportunities and maximize revenue. The KPS will 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;
  Public Sector Accounts must account for 100% of the Total Portfolio. Work with limited guidance from AMPS and PS Team Manager to sell MSC products and services to achieve sales and profit goals.
• Drive sales at all Public Sector account customer facilities within the assigned region.
• Prepare and deliver sales presentations addressing customer needs, driving growth in existing and new Public Sector accounts. Deliver quarterly formal CIR (Continuous Improvement Report) presentations.
• Engage customers by linking business priorities to MSC’s value proposition, creating constructive tension to help customers realize how MSC can help achieve their goals.
• Leverage individual value drivers by influencing a wide range of customer stakeholders, developing strategies to engage critical stakeholders, and linking supplier capabilities to specific stakeholder objectives.
• Develop relationships with key Public Sector agencies in the region, becoming the focal point for customer contact and MSC contact for local needs. Map the customer decision‑making process and key points of contact.
• Gather, organize, and analyze information on all Public Sector accounts in the region to develop a growth business plan with AMPS and the Public Sector Team Manager.
• Show knowledge of Public Sector customers and the current market climate to inform inferences about customer needs and competitive positioning.
• Qualify and quantify the impact of maintaining the status quo or pursuing competitors’ solutions; articulate value proposition relative to competitive solutions.
• Drive momentum by rallying internal resources, guiding customers through the buying process, and leveraging mobilizers to drive action.
• Create constructive tension by reframing customer purchasing needs and compliance requirements, using data and best‑practice insights.
• Tailor presentations and insights to the customer’s specific requirements, agency culture, and contact personality.
• Mandatorily use the CRM tool  (SFDC) and adhere to the 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 toolkits to sell solutions across the organization.
• Understand customer value propositions and key business objectives regarding growth and profitability; cross‑sell and up‑sell accordingly.
• Become a trusted advisor on industries served by customers,…