Sls Consultant, Public Sector Key Account

Employment Type: Full Time
Work Location: Milwaukee, WI

About the Role

The 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). The KPS will manage a portfolio of $2M–$5M in annual revenue, focusing on growing Public Sector sales with current and new customers in their geographic territory. This role aligns with Public Sector's three strategic goals: Growth (double digits), becoming an industry leader, and building a higher performance team.

The KPS builds key customer relationships, identifies business opportunities, negotiates and closes deals, and maintains extensive knowledge of current market conditions. Collaboration with AMPS, Program Managers, and team managers is essential to maximize revenue opportunities.

Responsibilities

• Spend 100% of time on Public Sector opportunities, ensuring Public Sector accounts comprise 100% of the total portfolio. Sell MSC products and services with limited guidance to meet individual and corporate sales and profit goals.
• Drive sales at all Public Sector account customer facilities within assigned regions.
• Prepare and deliver sales presentations addressing customer needs, leading to sales growth in established and new Public Sector accounts. Deliver quarterly formal Continuous Improvement Report (CIR) presentations to key customers.
• Engage customers by linking their business priorities to MSC’s value proposition, creating constructive tension to demonstrate how MSC can help achieve their goals.
• Understand and influence a wide range of customer stakeholders, developing distinct strategies for engaging critical stakeholders and linking supplier capabilities to their objectives.
• Develop relationships with key Public Sector agencies to become the focal point for customer contact and MSC liaison at the local level. Map out customer decision-making processes and key points of contact.
• Gather, organize, and analyze information for all Public Sector accounts in the assigned region to create a growth business plan in collaboration with AMPS and the Public Sector Team Manager.
• Establish value before discussing ROI or financial terms by quantifying the impact of maintaining the status quo or pursuing competitors' solutions.
• Rally internal resources to ensure deal momentum, collaborating with customers to define next steps and coaching them through the buying process.
• Create constructive tension by reframing how customers think about their purchasing needs and compliance requirements using data, research, and benchmarking.
• Tailor presentations and commercial insights to customer-specific requirements, agency culture, and contact personalities.
• Mandatory use of Salesforce.com (SFDC) and adherence to MSC Sales Management Standards.
• Guide customers through the purchasing process, anticipating roadblocks and utilizing best practices to align stakeholders and drive consensus.
• Identify and equip mobilizers (influencers with power beyond their title) with tools to advocate for MSC solutions within their organizations.
• Understand customers' value propositions and key business objectives to cross-sell and up-sell effectively.
• Research and comprehend industry trends impacting customers, positioning yourself as a trusted advisor on industries served by MSC.
• Develop and maintain relationships with users, influencers, and decision-makers across multiple functional departments in each account.
• Collaborate with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific product categories and solutions.
• Deliver cost savings documentation on a scheduled cadence to demonstrate the value of differentiated services and solutions.
• Maintain accurate and current management of content in the sales funnel, win/loss reports, launch status, and other platforms to communicate business resource needs.
• Complete professional development training in a timely manner, including account planning, company-supported training, or SFA training.
• Foster the MSC culture within the department and company to ensure unity of purpose and fulfillment of MSC’s mission.
• Demonstrate a proactive, can-do attitude toward supporting new initiatives and programs designed to meet customer needs. Overcome obstacles for customer compliance, growth, and profitability.
• Participate in special projects, cross-functional teams, and additional duties as required.

Requirements

• Bachelor’s Degree in Business, Industrial Distribution, or equivalent experience.
• 2+ years of demonstrated success in Public Sector sales (preferred).
• Working knowledge of compliance requirements and continuous education to stay updated on industry and market events.
• Proficiency in Microsoft Word, Excel, PowerPoint, and Salesforce.com.
• Ability to drive several hours per day to customer locations within an assigned territory or region.
• Ability to lift up to 50 lbs; physical activity such as pushing, pulling, bending, and climbing may be required periodically.
• This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”).

Skills

• Teaching for Differentiation
• Tailoring for Resonance
• Taking Control
• Customer Focus
• Decision Quality
• Drives Results
• Collaborates
• Develops Talent
• Communicates Effectively
• Instills Trust
• Action Oriented
• Manages Conflict
• Situational Adaptability

Pay

Compensation starts at $45,177–$70,993 with commission opportunities, depending on candidate location and experience. The salary range is based on comparable roles in the industry and cost of labor in respective cities. Actual compensation is determined by the candidate’s relevant experience, education, and peer pay equity.

Benefits

• Comprehensive healthcare plans.
• Generous 401K and stock purchasing programs.
• Tuition reimbursement opportunities.
• Paid time off for holidays, vacations, and illness.
• Opportunity to join Associate Inclusion Circles: Women, Pride, Black, Generational, Veterans, HOLA, and Able.