Public Sector Key Account Sales Consultant

About the role

The Key Account Sales Consultant (KPS) plays a crucial role in driving MSC's Public Sector market position and achieving revenue and profit growth within mid/large market customers. The KPS is responsible for managing a portfolio of $2M-$5M in annual revenue, focusing on both existing and new customers within their geographic territory.

Responsibilities

• Spend 100% of time on Public Sector Opportunities and Public Sector Accounts, ensuring they account for 100% of the Total Portfolio.
• Sells MSC products and services to ensure 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 addressing customer needs, leading to sales growth within established and new Public Sector accounts.
• Delivers Quarterly formal CIR (Continuous Improvement Report) presentations with key customers.
• Engages customers by linking their business priorities to MSC’s value proposition, creating tension to help them learn about MSC’s capabilities.
• Develops relationships with key Public Sector agencies within their region to become a focal point for customer contact and MSC contact for their needs at the local level.
• Maps out customer decision-making processes and key point of contacts, gathering, organizing, and analyzing information of all Public Sector accounts within the assigned region.
• Establishes value before ROI/financial terms, qualifying and quantifying the impact of maintaining the status quo or pursuing competitors’ solutions.
• Drives momentum by rallying internal resources to ensure deal momentum, collaborating with customers to define next steps, and coaching them through the buying process.
• Identifies and arms the mobilizer with a toolkit to sell solutions throughout their organization.
• Understands and influences a wide range of customer stakeholders, developing a distinct strategy for engaging critical stakeholders.
• Develops relationships with numerous contacts across different functional departments in each account, working with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific categories of products and solutions.
• Accurately manages content in funnels, win/loss, launch status, Salesforce.com, and other platforms for communicating business resource needs to the organization.
• Learns and fosters the MSC culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC's mission.
• Clearly demonstrates a can-do attitude toward supporting new initiatives and programs designed to meet customer needs.
• Participates in special projects and cross-functional teams, performing additional duties as required.

Qualifications

• 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.
• Capable of driving up to several hours per day to customer locations within an assigned territory or region is required.
• The ability to lift up to 50 lbs. is required.
• Physical activity such as pushing, pulling, bending, and climbing may be required periodically.