Birmingham, AL, United States
Sep 01, 2021
Sep 1, 2021
Birmingham, AL, US
Built to Make You Better.
Serving customer and community starts with the very best people doing their very best work. That is precisely what we have here at MSC. If you are inspired to learn, expand your circle, take risks, and succeed as a team, you can build a better career at MSC.
Requisition ID : 8129
Associate Referral Bonus Amount :
Employment Type :
Job Category :
Sales / Business Development
Work Location :
State or Province :
Potential Work Location :
United States : Alabama : Birmingham
As a Sr. Key Account Sales Consultant, you’ll use your competitive spirit and intellectual sharpness to manage and retain select key accounts by maximizing sales opportunities and profits through customer assessments, cost savings delivery and continuous improvement reviews. In this critical role you will collaborate with the team to introduce new improvement opportunities in procurement, management and application of products purchased for indirect spend.
HOW YOU’LL CONTRIBUTE
Translate your pursuit of a challenge and keen insight of market drivers into sales that advance customer’s success as a business … and of MSC’s success as an industry leader.
Apply your distinct perspective to align our unique insights to address customer’s priorities and reframe how they view their business.
Build strategic account plans by thoroughly understanding customers’ value propositions, key business objectives and the customer and industries they serve.
Leverage Subject Matter Experts to assess and identify improvement opportunities as it pertains to procurement, inventory management and application of product in the indirect supply chain and sell MSC’s differentiated solutions where applicable.
Develop and maintain relationships with senior-level managers in Operations, Supply Chain, Procurement and Engineering at each key account, conduct Continuous Improvement Reviews and attain status of trusted advisor by leveraging data and teaching
customers new ways to improve processes, productivity and remove costs.
Partner with Business Development team to assist in closing new business and effectively onboard customers.
Collaborate with National Account Manager to achieve overall National Account strategy by communicating environment, account plan and opportunities.
Share newsworthy market insights with customers to educate them on issues/outcomes and help them avoid potential landmines.
Leverage individual value drivers by developing a clear strategy for engaging critical stakeholders including linking supplier capabilities to specific, individual stakeholder objectives.
Incorporate economic drivers and apply deep knowledge of customer’s industry in the context of the current market climate and competition to make informed inferences about their business.
Leverage facts from research, benchmark data, and best demonstrated practices to introduce new ideas that challenge the status quo and reveal to customer high costs they may have been incurring.
Tailor presentations and commercial insight to customer’s industry, company and contact and deliver relevant messages based on current industry trends that will impact their business.
Must use our Customer Relationship Management (CRM) tool – Salesforce.com (SFDC) and adhere to prescribed actions under the MSC Sales Management Standards.
Drive deal momentum and take control of the purchasing process by guiding the customer on next steps and anticipated roadblocks and use best demonstrated practices to align stakeholders and drive consensus to your proposal.
Identify and arm the mobilizer (influence and power beyond title) with toolkit to sell MSC’s solutions throughout their organization.
WHAT IT TAKES
The intellectually agile and professionally driven sales professional we seek should have these skills and competencies.
Self-motivated to achieve specific sales and performance goals, with a demonstrated track record of excellent sales, negotiation, relationship building and closing skills and techniques
At least 5 years proven track record of sales and marketing success preferred with 2 years in industrial/manufacturing/distributing sales experience.
Solid history of decision making, taking accountability, ability to create constructive tension and align stakeholders involved in the decision-making process to drive consensus to MSC solutions
Track record of meeting and exceeding agreed upon sales plan, with a demonstrated competitive spirit and ability to overcome obstacles to success
Recognized as a knowledgeable, trusted advisor on the industries served by our customers
Strong interpersonal skills along with attention to detail and follow through
Teaching for differentiation
Tailoring for resonance
Bachelor’s degree in business or equivalent experience
Proficiency in Microsoft Office Suite with Salesforce.com experience
Valid driver’s license capable of driving up to several hours each day and ability to travel
Ability to lift up to
50 lbs. and perform physical activity such as pushing, pulling, bending, and climbing
Equal Opportunity Statement
At MSC, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all qualified applicants and our associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation, gender identity/expression or any category protected by applicable law.
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