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Key Account Sales Consultant

Date: Nov 18, 2020

Location: Salt Lake City, UT, US

Company: MSC Industrial Supply

Build a better career with MSC. 
Serving customer and community starts with the very best people doing their very best work. That is precisely what we have at MSC Industrial Supply Co., a leading North American distributor of metalworking and maintenance, repair, and operations (MRO) products and services. Watch HERE to find out why you should work at MSC and join us as we continue to build a diverse and inclusive workplace. 

Requisition ID : 5534 

Employment Type : Full Time         

Job Category : Sales / Business Development                                             

Work Location :  Salt Lake City South, UT 

State or Province : Utah (US-UT)     

Potential Work Location : United States : Utah : Salt Lake City 

 

<span style="font-family:"Arial",sans-serif">As a Key Account Sales Consultant, you’ll use your unique perspective to build key customer relationships, identify business opportunities, and negotiate and close business deals. In this dynamic role you will collaborate with the team to increase sales opportunities and maximize revenue in alignment with MSC’s long-term strategic goals.

 

<span style="font-family:"Arial",sans-serif">HOW YOU’LL CONTRIBUTE

 

<span style="font-family:"Arial",sans-serif">Translate your keen insight of customer’s needs and drivers into sales that advance their success as a business … and of MSC’s success as an industry leader.

 

  • <span style="font-family:"Arial",sans-serif">Apply our unique insights to address customer’s priorities and reframe how they view their business to foster conversation based on customer needs, not MSC capabilities.
  • <span style="font-family:"Arial",sans-serif">Use account planning tools, prescriptive analytics, and research from marketing to teach customers something new and compelling about their business that leads to MSC’s differentiated solutions.
  • <span style="font-family:"Arial",sans-serif">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.
  • <span style="font-family:"Arial",sans-serif">Partner with Business Development team to assist in closing new business and effectively onboard customers.
  • <span style="font-family:"Arial",sans-serif">Collaborate with National Account Manager to achieve overall National Account strategy.
  • <span style="font-family:"Arial",sans-serif">Incorporate economic drivers with deep knowledge of customer’s business, current macro/microeconomic and industry trends, and potential new business opportunities.  
  • <span style="font-family:"Arial",sans-serif">Conduct due diligence to understand customer value drivers and leverage these drivers to influence a wide range of customer stakeholders. 
  • <span style="font-family:"Arial",sans-serif">Establish value with customer before discussing ROI/financial terms by qualifying and quantifying the impact of maintaining the status quo or pursuing competitors’ solutions.
  • <span style="font-family:"Arial",sans-serif">Drive momentum and proactively advance the purchase decision by assessing customer’s readiness to proceed at each stage of the buying process and setting clear next steps.    
  • <span style="font-family:"Arial",sans-serif">Create constructive tension by leveraging 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. 
  • <span style="font-family:"Arial",sans-serif">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.
  • <span style="font-family:"Arial",sans-serif">Must use our Customer Relationship Management (CRM) tool – Salesforce.com (SFDC) and adhere to prescribed actions under the MSC Sales Management Standards.
  • <span style="font-family:"Arial",sans-serif">Cross-sell and up-sell by thoroughly understanding customers’ value propositions, key business objectives regarding growth and profitability, and the industries they serve.
  • <span style="font-family:"Arial",sans-serif">Identify and arm the mobilizer (influence and power beyond title) with toolkit to sell MSC’s solutions throughout their organization.
  • <span style="font-family:"Arial",sans-serif">Research industry trends that impact customers and become recognized as a trusted advisor on the industries they serve.  

 

<span style="font-family:"Arial",sans-serif">WHAT IT TAKES

 

<span style="font-family:"Arial",sans-serif">The intellectually agile and professionally driven sales professional we seek should have these skills and competencies.

                                                                          

  • <span style="font-family:"Arial",sans-serif">Self-motivated to achieve specific sales and performance goals (2 years demonstrated track record of success in B2B sales preferred)
  • <span style="font-family:"Arial",sans-serif">Ability to create constructive tension and align stakeholders involved in the decision-making process to drive consensus to MSC solutions
  • <span style="font-family:"Arial",sans-serif">Solid history of decision making, taking accountability, demonstrated competitive spirit and ability to overcome obstacles to success
  • <span style="font-family:"Arial",sans-serif">Strong interpersonal skills along with attention to detail and follow through
  • <span style="font-family:"Arial",sans-serif">Drives results
  • <span style="font-family:"Arial",sans-serif">Customer focus
  • <span style="font-family:"Arial",sans-serif">Teaching for differentiation
  • <span style="font-family:"Arial",sans-serif">Tailoring for resonance
  • <span style="font-family:"Arial",sans-serif">Taking control
  • <span style="font-family:"Arial",sans-serif">Instills trust
  • <span style="font-family:"Arial",sans-serif">Decision quality
  • <span style="font-family:"Arial",sans-serif">Collaborates
  • <span style="font-family:"Arial",sans-serif">Develops talent
  • <span style="font-family:"Arial",sans-serif">Communicates effectively
  • <span style="font-family:"Arial",sans-serif">Action oriented
  • <span style="font-family:"Arial",sans-serif">Manages conflict
  • <span style="font-family:"Arial",sans-serif">Situational adaptability
  • <span style="font-family:"Arial",sans-serif">Bachelor’s degree in business, industrial distribution, manufacturing or equivalent experience
  • <span style="font-family:"Arial",sans-serif">Proficiency in Microsoft Office Suite with Salesforce.com experience
  • <span style="font-family:"Arial",sans-serif">Valid driver’s license capable of driving up to several hours each day and ability to travel
  • <span style="font-family:"Arial",sans-serif">Ability to lift up to <span style="font-family:"Arial",sans-serif">50 lbs. and perform physical activity such as pushing, pulling, bending, and climbing

Why MSC  
People. Collaboration. Insight. That’s how you build something that works.

Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 75+ years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply chain solutions. 

We care about our associates and have programs in place to help our 6,500+ team members achieve their potential. When you join our team, you will receive rewards and recognition for your contributions, training and professional development opportunities, as well as a variety of benefits to support you and your family's health, well-being, and financial future.

If you are inspired to learn, take risks, and succeed as a team, you can build a better career at MSC.

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.                    

                                                                  


Nearest Major Market: Salt Lake City