Key Account Sales 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.

BRIEF POSITION SUMMARY:

The Key Account Sales Consultant works to improve MSC’s market position and achieve revenue and profit growth within Mid-Market customers ($200,000-$5,000,000 potential). The Consultant will be assigned a portfolio of $2M -$4M in annual revenue with a majority of Mid-Market customers in the penetration stage of their lifecycle. They align with MSC’s long-term strategic goals, build key customer relationships, identify business opportunities, negotiate and close business deals, and maintain extensive knowledge of current market conditions. The role involves collaborating with internal teams to increase sales opportunities to maximize revenue, utilizing account planning tools, prescriptive analytics, and research to teach customers something new about their business that leads to MSC’s differentiated solutions.

DUTIES and RESPONSIBILITIES:

• Offers unique perspective by aligning insights to key customer priorities, educating them on new issues and outcomes, and helping them avoid potential landmines.
• Drives two-way communication by engaging customers, linking their business priorities to our value proposition, and delivering insight convincingly.
• Leverages individual value drivers by developing strategies for engaging critical stakeholders and linking supplier capabilities to stakeholder objectives.
• Incorporates economic drivers with deep knowledge of customer's business, industry trends, and potential new opportunities.
• Establishes value before ROI/financial terms, qualifying the impact of maintaining the status quo or pursuing competitors' solutions.
• Drives momentum by advancing the purchase decision, collaborating with customers to define next steps, and relying on key stakeholders to drive action.
• Creates constructive tension by reframing customer perspectives and leveraging data to challenge the status quo.
• Tailors presentations and insights to the specific industry, company, and contact, aligning with current trends.
• Mandatory use of Salesforce.com (SFDC) and adherence to MSC Sales Management Standards.
• Guides customers through the purchasing process, aligning stakeholders to drive consensus to proposals.
• Researches and comprehends industry trends impacting customers, aiming to be recognized as a Trusted Advisor.
• Develops and maintains relationships with users, influencers, and decision makers across different functional departments.
• Teams with Subject Matter Experts (SMEs) to deliver expertise relevant to specific product categories.
• Delivers Cost Savings Documentation regularly to demonstrate value of MSC's services and solutions.
• Maintains accurate management of content in sales platforms for communicating business resource needs.
• Participates in professional development training and fosters MSC culture for unified purpose and mission fulfillment.

EDUCATION and EXPERIENCE:

• A Bachelor’s Degree in Business or related field or equivalent experience is required.
• 2 years of success in B2B sales is preferred, along with proficiency in Microsoft Office and Salesforce.com.

SKILLS:

• Ability to teach customers and create constructive tension to drive action.
• Tailoring messaging and proposals to customer needs and industry context.
• Control of the purchasing process and aligning stakeholders for consensus.
• Excellent sales, negotiation, and relationship-building skills.
• Computer literacy and proficiency in software required.
• Track record of meeting and exceeding sales goals and decision-making accountability.

COMPETENCIES:

• Teaching for Differentiation
• Tailoring for Resonance
• Taking Control
• Customer Focus
• Decision Quality
• Drives Results
• Collaborates
• Develops Talent
• Communicates Effectively
• Instills Trust
• Action Oriented
• Manages Conflict
• Situational Adaptability

OTHER REQUIREMENTS:

• Ability to drive to customer locations and lift up to 50 lbs.
• Physical activity may be required periodically.

Compensation starting at $64,540 – $101,420 per year, dependent on experience (base + commission).