BRIEF POSITION SUMMARY :

Key Account Sales Consultant Public Sector (KPS) is critical to driving MSC’s Public Sector market position and achieve 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 : 1). Growth (double digits), 2). Become industry leader 3). Higher Performance Team.

KPS role is required to build key customer relationships, identify business opportunities within Public Sector Vertical, negotiates and closes business deals and maintain extensive knowledge of current market conditions.

The KPS will collaborate with AMPS, Program Mangers, 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.

DUTIES AND RESPONSIBILITIES

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, and leads to sales growth within established, and new Public Sector accounts.

Delivers Quarterly formal CIR (Continuous Improvement Report) presentations with key customers.

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 how MSC can help them achieve their goals.

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.

Develops relationships with key Public Sector agencies within their region to become focal point for customer contact and MSC contact for their needs at local level.

Maps out customer decision making process and key Point of Contacts.

• Gathers, organizes, and analyzes information of all Public Sector accounts within the assigned region, to work with AMPS and Public Sector Team Manager help create a business plan of growth.
• Demonstrates knowledge of Public Sector customers within their assigned areas in regard to the current market climate. Can make informed inferences about Public Sector customer needs 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 -. 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.

Create constructive tension by reframing how the customer thinks about their purchasing needs and compliance requirements.

Leverage data and facts from research, benchmark data and best demonstrated practices to introduce new ideas which challenges the status quo and shows the customer it is them costing more than they may realize.

Tailor presentations and commercial insight specific to customer’s specific requirements, agency culture and contacts personality.

Match contacts personality and deliver relevant messaging based on current purchasing needs and compliance requirements.

• Mandatory usage of our Customer Relationship Management (CRM) tool Salesforce.com (SFDC) and adherence to prescribed actions under the MSC Sales Management Standards.
• Take control of the purchasing process by guiding the customer on next steps and anticipated roadblocks. Utilize best demonstrated practices regarding aligning stakeholders to drive consensus to your proposal.
• Identify and arm the mobilizer (influence and power beyond title) with toolkit to sell your solutions throughout their organization.
• Understand our customers’ value propositions and key business objectives regarding growth and profitability. Understand the customers and industries they serve and use this information to cross-sell and up-sell.
• Research and comprehend industry trends that will impact customer. Become very knowledgeable and recognized as a Trusted Advisor on the industries served by our customers and how MSC can partner with them to deliver better results.
• KPS will develop and maintain relationships with contacts that are users, influencers, and decision makers. KPS will develop and maintain relationships with numerous contacts across different functional departments in each account.
• Team with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific categories of products and solutions.
• Deliver Costs Savings Documentation on a scheduled cadence to demonstrate value of differentiated services and solutions.
• Accurate, current management of content in funnel, win / loss, launch status, SFDC and other platforms for communicating business resource needs to the organization.
• Professional development training will be completed in a timely manner as assigned. Examples include account planning, company supported training or SFA training.
• Learns and fosters the MSC culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC’s mission.
• Cleary demonstrates can-do attitude toward supporting new initiatives and programs designed to meet customer needs. Proactive problem-solving approach as necessary to overcome obstacles for customer compliance, growth, and profitability.
• Participates in special projects and cross functional teams and performs additional duties as required.
• Fosters the MSC Culture in the department and throughout the company to ensure fulfillment of MSC’s vision and unity of purpose.
• Participation in special projects and performs additional duties as required.

QUALIFICATIONS

What You Need :

• A Bachelor’s Degree in Business, Industrial Distribution or the equivalent experience is required.
• 2 years demonstrated track record of success in Public Sector sales is preferred.
• Working knowledge of compliance requirements and continuous education to be up to date on industry and market events
• Proficient in Microsoft Word, Excel and PowerPoint, Salesforce.com experience.

Bonus Points If You Have :

• Capable of driving up to several hours per day to customer location(s) within an assigned territory or region is required.
• The ability to lift up to 50 lbs. is required.
• This position may require access to International Traffic in Arms Regulations Information ( ITAR ) and / or Controlled Unclassified Information ( CUI ).

Other Requirements :

• 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

Compensation starting at $64540 - $101420 and up, depending on experience.

The salary range represented is based on similar roles in comparable industries, and the cost of labor in respective cities.

Actual compensation is based on the candidate’s relevant experience, education requirements and peer pay equity. The Company reserves the right to modify the range as market conditions change.

Last updated : 2024-09-06