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BRIEF POSITION SUMMARY :
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 Key Account Sales 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.
The Key Account Sales Consultant, aligns with MSC’s long-term strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions.
The Key Account Sales Consultant will collaborate with the internal team and managers to increase sales opportunities to maximize revenue.
The Key Account Sales Consultant will utilize account planning tools, prescriptive analytics and research from marketing to teach customer something new and compelling about their business that leads to MSC’s differentiated solutions.
DUTIES and RESPONSIBILITIES :
Offers unique perspective - Aligns our unique insights to key customer priorities, reframing the way customers view their business.
Consistently shares newsworthy insights about the market, educating them on new issues and outcomes, and helping them avoid potential landmines.
Embraces tension in commercial conversations.
Drives two-way communication - Engages the customer by deliberately linking their business priorities to our value proposition.
Engages in dialogue with customers, constructively creating tension to help the customer learn something new. Surprises the customer with insight.
Delivers insight convincingly and with authority.
Leverages Individual Value Drivers - Understands and influence a wide range of customer stakeholders. Develops a distinct strategy for engaging critical stakeholders.
Consistently demonstrates an ability to link supplier capabilities to specific, individual stakeholder objectives. Is comfortable including stories or more qualitative aspects to a commercial conversation.
Incorporates Economic Drivers - Has a deep knowledge of customer's business, current macro- and microeconomic trends, industry trends, and potential new business opportunities.
Demonstrates knowledge of the customer’s industry in context of the current market climate. Can make informed inferences about a customer business based on understanding of the market or competitors.
Establishes value before ROI / financial terms - Qualifies and quantifies the impact of maintaining the status quo or pursuing competitors' solutions.
Quantifies value in terms of resolving an unrecognized problem or need, or costs of inaction. Rep's customers can articulate value proposition relative to competitive solutions.
Drives Momentum - Proactively advances the purchase decision without rushing the customer. Rallies internal resources to ensure deal momentum.
Collaborates with customers to define next steps, coaching customers through the buying process. Attempts to rely on key stakeholders / mobilizers to drive action between sales calls.
Key Account Sales Consultant will develop and maintain relationships with numerous contacts across different functional departments in each account.
To perform this job successfully an associate must be able to perform each essential duty satisfactorily. The requirements listed below are representative of knowledge, experience level and abilities required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.
EDUCATION and EXPERIENCE :
SKILLS :
COMPETENCIES :
OTHER REQUIREMENTS :
Compensation starting at $64540 $92200 / year and up dependent on candidate location and experience.
Last updated : 2024-06-29
Full Time
Wholesale
$65k-91k (estimate)
06/30/2024
09/25/2024
mscdirect.com
MELROSE, TN
3,000 - 7,500
1941
JAMES CRIGGER
$3B - $5B
Wholesale
The job skills required for Account sales consultant include Problem Solving, Communication Skills, Initiative, Coaching, Word Processing, B2B Sales, etc. Having related job skills and expertise will give you an advantage when applying to be an Account sales consultant. That makes you unique and can impact how much salary you can get paid. Below are job openings related to skills required by Account sales consultant. Select any job title you are interested in and start to search job requirements.
The following is the career advancement route for Account sales consultant positions, which can be used as a reference in future career path planning. As an Account sales consultant, it can be promoted into senior positions as a Sales Rep., Sr. (Bio-Medical Equip. & Supplies) that are expected to handle more key tasks, people in this role will get a higher salary paid than an ordinary Account sales consultant. You can explore the career advancement for an Account sales consultant below and select your interested title to get hiring information.