Public Sector Sales Consultant Key Account Executive

At MSC, we're committed to providing an environment of mutual respect where equal employment opportunities are available to all qualified applicants and associates. We strive to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply chain solutions.

We're seeking a highly motivated Public Sector Sales Consultant Key Account Executive to join our team. As a key member of our Public Sector sales team, you'll be responsible for driving revenue growth and achieving sales targets within the public sector market. Your primary focus will be on building strong relationships with key decision-makers and stakeholders, identifying business opportunities, and negotiating and closing deals.

• BUILD A BETTER CAREER WITH MSC - Serving customers and our community starts with the best people doing their best work. That is precisely what we have created at MSC Industrial Supply Co.
• Requisition ID : 17267
• Employment Type : Full Time
• Job Category : Public Sector
• Work Location : Kansas City Metro

1. Associate must spend 100% of their time on Public Sector Opportunities and Public Sector Accounts must account for 100% of the Total Portfolio.
2. Sell MSC products and services to ensure the achievement of individual and corporate sales and profit goals.
3. Drive sales at all Public Sector account customer facilities within their assigned regions.
4. Prepare and deliver sales presentations that address the customers' needs, and lead to sales growth within established, and new Public Sector accounts.
5. Deliver Quarterly formal CIR (Continuous Improvement Report) presentations with key customers.
6. Drive two-way communication - Engage the customer by deliberately linking their business priorities to our value proposition.
7. Engage in dialogue with customers, constructively creating tension to help the customer learn how MSC can help them achieve their goals.
8. Deliver insight convincingly and with authority.
9. Leverage Individual Value Drivers - Understand and influence a wide range of customer stakeholders.
10. Develop a distinct strategy for engaging critical stakeholders. Consistently demonstrate an ability to link supplier capabilities to specific, individual stakeholder objectives.
11. 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.
12. Map out customer decision making process and key Point of Contacts.
13. 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.
14. 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.
15. Establish value before ROI/financial terms - Qualify and quantify the impact of maintaining the status quo or pursuing competitors' solutions.
16. Quantify value in terms of resolving an unrecognized problem or need, or costs of inaction.
17. Rep's customers can articulate value proposition relative to competitive solutions.
18. Drive Momentum -. Rally internal resources to ensure deal momentum.
19. Collaborate with customers to define next steps, coaching customers through the buying process.
20. Attempt to rely on key stakeholders/mobilizers to drive action between sales calls.
21. Create constructive tension by reframing how the customer thinks about their purchasing needs and compliance requirements.
22. 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.
23. Tailor presentations and commercial insight specific to customer's specific requirements, agency culture and contacts personality.
24. Match contacts personality and deliver relevant messaging based on current purchasing needs and compliance requirements.
25. Mandatory usage of our Customer Relationship Management (CRM) tool – Salesforce.com (SFDC) and adherence to prescribed actions under the MSC Sales Management Standards.
26. Take control of the purchasing process by guiding the customer on next steps and anticipated roadblocks.
27. Utilize best demonstrated practices regarding aligning stakeholders to drive consensus to your proposal.
28. Identify and arm the mobilizer (influence and power beyond title) with toolkit to sell your solutions throughout their organization.
29. Understand our customers' value propositions and key business objectives regarding growth and profitability.
30. Understand the customers and industries they serve and use this information to cross-sell and up-sell.
31. Research and comprehend industry trends that will impact customer.
32. 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.
33. KPS will develop and maintain relationships with contacts that are users, influencers, and decision makers.
34. KPS will develop and maintain relationships with numerous contacts across different functional departments in each account.
35. Team with Subject Matter Experts (SMEs) to deliver expertise and value relevant to specific categories of products and solutions.
36. Deliver Costs Savings Documentation on a scheduled cadence to demonstrate value of differentiated services and solutions.
37. Accurate, current management of content in funnel, win/loss, launch status, SFDC and other platforms for communicating business resource needs to the organization.
38. Professional development training will be completed in a timely manner as assigned. Examples include account planning, company supported training or SFA training.
39. Learns and fosters the MSC culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC's mission.
40. Cleary demonstrates 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.
41. Participates in special projects and cross functional teams and performs additional duties as required.
42. Fosters the MSC Culture in the department and throughout the company to ensure fulfillment of MSC's vision and unity of purpose.
43. Participation in special projects and performs additional duties as required.

1. A Bachelor's Degree in Business, Industrial Distribution or the equivalent experience is required.
2. 2 years demonstrated track record of success in Public Sector sales is preferred.
3. Working knowledge of compliance requirements and continuous education to be up to date on industry and market events
4. Proficient in Microsoft Word, Excel and PowerPoint, Salesforce.com experience.

The estimated salary for this position ranges from $64,540 to $101,420 depending on experience.

We offer a comprehensive benefits package, including health insurance, retirement plans, paid time off, and professional development opportunities. At MSC, we're committed to helping our associates achieve their potential and grow their careers.