Key Account Business Growth Specialist

3 weeks ago

Phoenix, Arizona, United States MSC Full time

Unlock Your Sales Potential with MSC

Serving customers and our community starts with the best people doing their best work. At MSC Industrial Supply Co., we are a leading North American distributor of metalworking and maintenance, repair, and operations (MRO), products and services. We offer more than 2 million products and have over 80 years of experience across dozens of industries.

We aim to execute our Built to Make You Better brand promise for all our stakeholders, including our associates. This is achieved by identifying business opportunities, negotiating and closing deals, and maintaining extensive knowledge of current market conditions.

The Key Account Business Growth Specialist will collaborate with internal teams, marketing staff, and other managers to increase sales opportunities and maximize revenue. To achieve this, they need to contract new solutions to medium manufacturing and non-manufacturing customers in their early stages of the client's life-cycle.

This role requires good communication and negotiation skills to align business goals across functional teams. The Key Account Business Growth Specialist will sell MSC's solutions to Supply Chain Managers/Directors, Procurement Managers/Directors, and Operation-Engineering Managers/Directors of our clients by following a sophisticated sales methodology.

This involves teaching clients something new and compelling about their own business needs and providing conclusive reasons why it's necessary to take action with MSC's solutions. They call on clients, often making presentations on solutions and services that meet or predict their clients' future needs and differentiate MSC from the competition.

Strategic planning for future development is a key part of the Key Account Business Growth Specialist to ensure they can continuously develop a pipeline of new business coming in to the company. In order to be successful, the Key Account Business Growth Specialist will need to develop thorough knowledge of the marketplace and MSC's competitors.

DUTIES and RESPONSIBILITIES:

  • This position is responsible for identifying, pursuing, signing, and transitioning medium manufacturing and non-manufacturing customers through proactive prospecting analytics in support of driving maximum profitability.
  • Develops compelling value-based proposals, presentations, and other customer-facing content to communicate value and build broad prospect relationship networks within customers with revenue potential of $200,000 to $500,000 incremental revenue per year.
  • Applies solutions, product, financial, and market knowledge to sell semi-complex accounts and maintains accurate and complete funnel analytics demonstrating strategic ownership of business.
  • Makes contact with management levels and decision-makers within the prospect organization to propose and secure new agreements leveraging insight selling concepts, tools, and value proposition content.
  • Responds selectively and strategically to prospective customer Requests for Information and Proposal, negotiates pricing and other terms of new account agreements, and ensures maximum revenue and profit from new agreements.
  • Develops and communicates all aspects of newly signed account agreements to local team members to support implementation and rapid penetration and revenue growth of new agreements.
  • Proactively maintains working relationships with field leadership and customer support leadership as necessary to meet customer needs and collaborates with field leadership to customize account coverage as needed to drive compliance to approved forecasted sales thresholds.
  • Submits to management all required sales and expense reports in a timely manner and manages travel and entertainment to meet assigned budgets.
  • Utilizes phone, webcast, and on-site visits efficiently to establish regular cadence with both the field leadership team and customer/prospect.
  • 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 and proactively solves problems to overcome obstacles for customer compliance, growth, and profitability.

EDUCATION and EXPERIENCE:

  • A Bachelor's Degree in Business or the equivalent experience is required.
  • Minimum of 2 years demonstrated track record of success in sales and marketing preferred with two years in industrial/manufacturing/distributing sales experience, demonstrated Medium ($200K - $500,000) Sales Experience Success.
  • Proficient in Microsoft Word, Excel, and PowerPoint, experience.
  • Willingness to travel (50%).
  • Strong background in selling profitable solutions or services.

KEY SKILLS AND QUALIFICATIONS:

  • Knowledge of sales and prospecting techniques is required.
  • Certified in Value Selling, Challenger Sales, or similar value-based sales methodology preferred.
  • Demonstrated track record of excellent sales, negotiation, relationship building, and closing skills and techniques are required.
  • Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required.
  • Knowledge of e-business.
  • Must have a track record of meeting and exceeding agreed-upon sales plans.
  • Solid history of decision-making and taking accountability.
  • Must possess strong presentation skills and communicate professionally as a dynamic speaker and in written responses to emails; RFPs; RFIs; and when submitting reports.
  • Strong analytical skills, ability to make quick/calculated decisions, and ability to perform effectively in a team and individual work environment are a must.
  • Demonstrated project management skills.
  • Ability to make recommendations for solutions based on information gathered and analyzed from systems.
  • Strong interpersonal and communications skills (oral and written) along with strong attention to detail and follow-through required.
  • Strong ability to be flexible and adapt to change in business practices, market changes, etc.
  • Self-motivated to meet specific sales goals.
  • Ability to work independently and cross-functionally at multiple levels within the business unit (e.g., Marketing, Product Management, Finance, etc.).
  • Ability to read and communicate understanding of customer financial statements.
  • Demonstration of competitive spirit and ability to overcome obstacles to success.
  • Excellent ability to adapt to a changing environment quickly and effectively.
  • Proven pattern of success collaborating with business leaders with competing objectives or 'mind share.'

ESTIMATED SALARY RANGE: $96,740 - $152,020 (base + commission)

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