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Sales development representative
$48k-66k (estimate)
Full Time | Wholesale 7 Days Ago
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MSC Industrial Supply Co. is Hiring a Sales development representative Near Wilmington, DE

BRIEF POSITION SUMMARY :

The Business Development Representative works to improve MSC’s market position and achieve financial growth in medium manufacturing and non-manufacturing customers ($200,000 - $500,000).

The Business Development Representative 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 Business Development Representative will collaborate with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue.

To achieve this, they need to contract new solutions to medium manufacturing and non-manufacturing customers in their early stages of the client’s life-cycle.

They call on clients, often being required to make presentations on solutions and services that meet or predict their clients’ future needs and differentiate MSC from the competition.

Strategic planning for future development is a key part of the Business Development Representative to ensure they can continuously develop a pipeline of new business coming in to the company.

In order to be successful, the Business Development Representative will need to develop thorough knowledge of the marketplace and MSC’s competitors.

DUTIES and RESPONSIBILITIES :

  • This position is responsible for identifying, pursuing, signing and transitioning medium manufacturing and non-manufacturing customers by proactive prospecting analytics in support of driving maximum profitability, developing compelling value based proposals, presentations and other customer facing content to communicate value, building broad prospect relationship networks (including senior level) within customers with revenue potential of $200,000 to $500,000 incremental revenue per year.
  • Applies solutions, product, financial and market knowledge to sell semi-complex accounts.
  • Identifies researches and / or qualifies targeted account prospects and maintains a robust funnel capable of delivering incremental revenue at or above annual goals.

Maintains highly accurate and complete funnel analytics demonstrating a strategic ownership of business. Utilizes Account Planning Tool and other Sales Enablement Tools.

  • Accurate, current management of content in funnel, win / loss, launch status, SFDC and other platforms for communicating business resource needs to the organization
  • Makes contact with the appropriate management levels and decision makers within the prospect organization to propose and secure new agreements leveraging insight selling concepts, tools and value proposition content.
  • Responds selectively and strategically to prospective customer Requests for Information and Proposal and negotiates pricing and other terms of new account agreements with prospective clients to ensure maximum revenue and profit from new agreements to include terms and conditions that will minimize the company’s risk.
  • Develops and communicates all aspects of newly signed account agreements to local team to support implementation to ensure rapid and complete penetration and revenue growth of new agreements.
  • Proactively maintain working relationships with field leadership and customer support leadership as necessary to meet customer needs.

Work with field leadership to customize account coverage as needed to drive compliance to approved forecasted sales thresholds.

  • Document and clearly communicate customer service level expectations and or shortfalls with field leadership team including
  • This role requires good communication and negotiation skills to align business goals across functional teams.
  • Submits to management all required sales and expense reports in a timely manner.
  • Manage travel and entertainment to meet assigned budgets. Utilizes phone, webcast and on-site visits efficiently to establish regular cadence with both the field leadership team and customer / prospect.
  • Professional development training will be completed in a timely manner as assigned. Examples include presentation, negotiation, 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.

EDUCATION and EXPERIENCE :

  • A Bachelor’s Degree in Business or the equivalent experience is required.
  • Minimum of 2 years demonstrated track record of success in sales and marketing preferred with two years in industrial / manufacturing / distributing sales experience,
  • Demonstrated Medium ($200K - $500,000) Sales Experience Success
  • Proficient in Microsoft Word, Excel and PowerPoint, Salesforce.com experience
  • Willingness to travel (50%)
  • Strong background in selling profitable solutions or services.

SKILLS :

  • Knowledge of sales and prospecting techniques is required.
  • Certified in Value Selling, Challenger Sales, or similar value based sales methodology preferred.
  • Demonstrated track record of excellent sales, negotiation, relationship building and closing skills and techniques are required.
  • Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required.
  • Knowledge of e-business.
  • Must have track record of meeting and exceeding agreed upon sales plan
  • Solid history of decision making and taking accountability
  • Must possess strong presentation skills and communicate professionally as a dynamic speaker and in written responses to emails;

RFPs; RFIs; and when submitting reports.

  • Strong analytical skills, ability to make quick / calculated decisions, and ability to perform effectively in a team and individual work environment are a must.
  • Demonstrated project management skills
  • Ability to make recommendations for solutions based on information gathered and analyzed from systems
  • Strong interpersonal and communications skills (oral and written) along with strong attention to detail and follow through required
  • Strong ability to be flexible and adapt to change in business practices, market changes, etc.
  • Self-motivated to meet specific sales goals
  • Ability to work independently and cross-functionally at multiple levels within the business unit (e.g., Marketing, Product Management, Finance, etc.)
  • Ability to read and communicate understanding of customer financial statements.
  • Demonstration of competitive spirit and ability to overcome obstacles to success
  • Excellent ability to adapt to a changing environment quickly and effectively· Proven pattern of success collaborating with business leaders with competing objectives or mind share"

MISCELLANEOUS :

  • A valid driver’s license and the ability to travel is required.
  • This position may require access to International Traffic in Arms Regulations Information ( ITAR ) and / or Controlled Unclassified Information ( CUI ).

Compensation starting at $106,400 $167,200 / year and up dependent on candidate location and experience. THIS INCLUDES POTENTIAL COMMISSION EARNINGS.

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 : 2024-06-21

Job Summary

JOB TYPE

Full Time

INDUSTRY

Wholesale

SALARY

$48k-66k (estimate)

POST DATE

06/23/2024

EXPIRATION DATE

09/18/2024

WEBSITE

mscdirect.com

HEADQUARTERS

MELROSE, TN

SIZE

3,000 - 7,500

FOUNDED

1941

CEO

JAMES CRIGGER

REVENUE

$3B - $5B

INDUSTRY

Wholesale

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The job skills required for Sales development representative include Customer Service, Presentation, Leadership, Initiative, Communication Skills, Problem Solving, etc. Having related job skills and expertise will give you an advantage when applying to be a Sales development representative. That makes you unique and can impact how much salary you can get paid. Below are job openings related to skills required by Sales development representative. Select any job title you are interested in and start to search job requirements.

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The following is the career advancement route for Sales development representative positions, which can be used as a reference in future career path planning. As a Sales development representative, it can be promoted into senior positions as a Retail Third Keyholder that are expected to handle more key tasks, people in this role will get a higher salary paid than an ordinary Sales development representative. You can explore the career advancement for a Sales development representative below and select your interested title to get hiring information.

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If you are interested in becoming a Sales Development Representative, you need to understand the job requirements and the detailed related responsibilities. Of course, a good educational background and an applicable major will also help in job hunting. Below are some tips on how to become a Sales Development Representative for your reference.

Step 1: Understand the job description and responsibilities of an Accountant.

Quotes from people on Sales Development Representative job description and responsibilities

Sales development representatives need to conduct research for prospective clients and qualify the leads before handing them to the sales team.

02/26/2022: Gulfport, MS

The Sales qualified leads are then passed to the AR or the AE who then close the sales deals.

12/20/2021: Springfield, MA

Sales departments with lots of leads often hire multiple sales development reps to expedite the typical sales cycle.

02/05/2022: Akron, OH

Sales development reps must also be able to stay organized and manage their time.

12/22/2021: El Paso, TX

Sales development representatives seek sales leads through marketing on social media, email, and phone calls.

01/20/2022: Huntington, WV

Step 2: Knowing the best tips for becoming an Accountant can help you explore the needs of the position and prepare for the job-related knowledge well ahead of time.

Career tips from people on Sales Development Representative jobs

The representative might set a schedule for calling each customer at a later date and note whether the customer seemed receptive to new products or services.

02/17/2022: Pittsfield, MA

Sales development representatives need to be highly organized.

01/17/2022: Binghamton, NY

The SDR tries to qualify the lead based on pre-determined criteria and move that lead down the sales funnel.

01/24/2022: Galveston, TX

Understanding of the sales process, services, and products.

02/28/2022: Pensacola, FL

To attend and fully prepare for monthly reviews, providing sales forecasts and presentations as required.

03/02/2022: New Bedford, MA

Step 3: View the best colleges and universities for Sales Development Representative.

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