Strategic Account Sales Specialist

1 week ago

Pawtucket, Rhode Island, United States MSC Industrial Supply Full time

BUILD A BETTER CAREER WITH MSC

At MSC Industrial Supply Co., we prioritize our customers and community by employing the best talent in the industry. As a premier North American distributor of metalworking and maintenance, repair, and operations (MRO) products and services, we have over 80 years of experience and offer more than 2 million products across various sectors. Our mission is to fulfill our Built to Make You Better brand promise for all stakeholders, including our associates.

Requisition ID : 16508

Employment Type : Full Time

Job Category : Field Sales

Work Location : Pawtucket, RI

POSITION SUMMARY:

The Strategic Account Sales Specialist is responsible for enhancing MSC's market presence and driving revenue and profit growth within Mid-Market clients (with potential revenues ranging from $200,000 to $5,000,000). This role involves managing a portfolio valued between $2M and $4M in annual revenue, focusing primarily on Mid-Market customers who are in the early stages of their lifecycle. The Specialist will align with MSC's long-term strategic objectives, cultivate key customer relationships, identify business opportunities, negotiate and finalize deals, and maintain a comprehensive understanding of current market dynamics.

KEY RESPONSIBILITIES:

  • Provide unique insights that align with customer priorities, reshaping their business perspectives.
  • Facilitate two-way communication by connecting customer business goals with our value proposition.
  • Understand and influence a diverse range of customer stakeholders, tailoring strategies for engagement.
  • Incorporate economic factors into discussions, demonstrating knowledge of industry trends and potential opportunities.
  • Establish value before discussing ROI or financial terms, helping customers recognize the costs of inaction.
  • Drive momentum in the purchasing process, collaborating with customers to define next steps.
  • Utilize data and research to challenge the status quo and present new ideas that highlight potential savings.
  • Customize presentations and insights to resonate with the specific industry and company of each customer.
  • Utilize our Customer Relationship Management (CRM) tool effectively and adhere to MSC Sales Management Standards.
  • Guide customers through the purchasing process, anticipating roadblocks and aligning stakeholders.
  • Identify and empower key influencers within customer organizations to advocate for our solutions.
  • Develop and maintain relationships with various contacts across different departments within each account.
  • Collaborate with Subject Matter Experts (SMEs) to deliver relevant expertise and value.
  • Provide documentation of cost savings to illustrate the value of our differentiated services.
  • Ensure accurate management of sales funnel data and maintain communication regarding business resource needs.
  • Participate in professional development training and embrace the MSC culture to promote unity and mission fulfillment.
  • Engage in special projects and cross-functional teams as required.

EDUCATION AND EXPERIENCE:

  • Bachelor's Degree in Business, Industrial Distribution, Manufacturing, or equivalent experience.
  • Preferred: 2 years of proven success in B2B sales.

SKILLS:

  • Ability to educate customers on innovative solutions that differentiate MSC.
  • Proficient in creating constructive tension to motivate customer action.
  • Strong presentation and proposal tailoring skills relevant to customer needs.
  • Expertise in guiding customers through the purchasing process and addressing potential obstacles.
  • Ability to align stakeholders in the decision-making process to reach consensus.
  • Demonstrated sales, negotiation, and relationship-building skills.
  • Proficient in Microsoft Office Suite.
  • Self-motivated with a strong track record of meeting sales goals.
  • Strong interpersonal and communication skills, with attention to detail.

OTHER REQUIREMENTS:

  • Ability to travel to customer locations within an assigned territory.
  • Physical capability to lift up to 50 lbs. and perform tasks such as pushing, pulling, and bending.
  • May require access to sensitive information.

OUR COMMITMENT TO YOU

At MSC, our associates are our top priority. We invest in their well-being through competitive pay and a comprehensive benefits program that supports health and financial stability. Our offerings include dynamic healthcare plans, generous 401K and stock purchasing programs, tuition reimbursement, and paid time off for holidays and illness.

EQUAL EMPLOYMENT OPPORTUNITY STATEMENT

MSC is committed to providing a respectful environment with equal employment opportunities for all qualified applicants and associates, regardless of race, color, religion, age, sex, national origin, disability, veteran status, sexual orientation, gender identity/expression, or any other protected category.

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