Sls Consultant, Public Sector Key Account

About the role

Key Account Sales Consultant Public Sector (KPS) is critical to driving MSC's Public Sector market position and achieving revenue and profit growth within Public Sector Mid/Large Market customers ($200,000-$5,000,000 potential).

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

Responsibilities

• Spend 100% of time on Public Sector Opportunities and Public Sector Accounts must account for 100% of the Total Portfolio.
• Drive sales at all Public Sector account customer facilities within their assigned regions.
• Prepare and deliver sales presentations that address the customers' needs, and lead to sales growth within established and new Public Sector accounts. Deliver Quarterly formal CIR (Continuous Improvement Report) presentations with key customers.
• Drive two-way communication - Engage the customer by deliberately linking their business priorities to our value proposition. Engage in dialogue with customers, constructively creating tension to help the customer learn how MSC can help them achieve their goals. Deliver insight convincingly and with authority.
• Leverage Individual Value Drivers - Understand and influence a wide range of customer stakeholders. Develop a distinct strategy for engaging critical stakeholders. Consistently demonstrate an ability to link supplier capabilities to specific, individual stakeholder objectives.
• Develop 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. Map out customer decision making process and key Point of Contacts.
• Gather, organize, and analyze 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.
• Demonstrate 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.
• Establish value before ROI/financial terms - Qualify and quantify the impact of maintaining the status quo or pursuing competitors' solutions. Quantify 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.
• 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.
• Accurately, 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.
• Clearly demonstrate 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.

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.
• 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.
• Physical activity such as pushing, pulling, bending, and climbing may be required periodically.

Compensation

Starting at $49,686 - $78,078 with commission opportunities depending on candidate location and experience.