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Job description
Key Account Sales Consultant Public Sector (KPS)
Requisition ID : 20540
Employment Type : Full Time
Job Category : Sales
Work Location : Deer Park, NY
Position Overview
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 be assigned a portfolio of $2M–$5M in annual revenue with a focus on growing Public Sector sales, both current and new customers, in their geographic territory. The role aligns with Public Sector’s three strategic goals: Growth, Become industry leader, Higher Performance Team.
The KPS builds key customer relationships, identifies business opportunities, negotiates and closes deals, and maintains extensive knowledge of current market conditions. The KPS collaborates with AMPS, Program Managers, and team managers to increase sales opportunities and maximize revenue. The KPS manages and maintains customer relationships at ship‑to level with established and assigned Public Sector customers across the designated territory.
Duties and Responsibilities
Spend 100% of time on Public Sector opportunities; Public Sector accounts account for 100% of the total portfolio.
Sell MSC products and services to achieve individual and corporate sales and profit goals with limited guidance from AMPS and PS Team Manager.
Drive sales at all Public Sector account customer facilities within assigned regions.
Prepare and deliver sales presentations that address customer needs and lead to sales growth in established and new accounts, and deliver quarterly formal CIR presentations.
Drive two‑way communication, engaging customers by linking their business priorities to MSC’s value proposition and creating constructive tension.
Leverage individual value drivers, understand and influence a wide range of customer stakeholders, and develop distinct strategies for engaging critical stakeholders.
Develop relationships with key Public Sector agencies to become the focal point for customer contact.
Map customer decision‑making processes and key points of contact.
Gather, organize, and analyze information on all Public Sector accounts to aid in business planning.
Demonstrate knowledge of Public Sector customers in the assigned area, including market climate and competitor insights.
Establish value before ROI/financial terms, qualifying and quantifying impact of status quo versus competitors.
Drive momentum, rally internal resources, and coach customers through the buying process.
Create constructive tension by reframing customer purchasing needs, using data and best practices to challenge status‑quo.
Tailor presentations and commercial insights to specific customer requirements, agency culture, and contacts’ personalities.
Use Salesforce.com (SFDC) as CRM and adhere to MSC Sales Management Standards.
Guide customers on next steps, anticipating roadblocks and aligning stakeholders to achieve consensus.
Equip mobilizers with toolkits to sell solutions throughout their organization.
Understand customer value propositions and key business objectives, cross‑sell and up‑sell accordingly.
Research industry trends, become a trusted advisor, and partner to deliver better results.
Maintain relationships with users, influencers, and decision‑makers across functional departments.
Collaborate with Subject Matter Experts to deliver category expertise.
Deliver cost‑savings documentation on a scheduled cadence.
Maintain accurate, current content in funnel, win/loss, launch status, SFDC, and other platforms.
Complete professional development training on time.
Foster MSC culture and unity of purpose across the department and company.
Demonstrate can‑do attitude and proactive problem‑solving to overcome obstacles for customer compliance, growth, and profitability.
Participate in special projects and cross‑functional teams and perform additional duties as required.
Qualifications
Bachelor’s Degree in Business, Industrial Distribution or equivalent experience required.
Preferable: 2+ years track record of success in Public Sector sales.
Working knowledge of compliance requirements and continuous education in industry and market events.
Proficiency in Microsoft Word, Excel, PowerPoint, and Salesforce.com.
Capability to drive up to several hours per day to customer locations within the assigned territory.
Ability to lift up to 50 lbs. and perform physical activity such as pushing, pulling, bending, and climbing periodically.
May require access to ITAR and/or CUI information.
Other Requirements
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
Compensation
Salary range: $49,686 – $78,078 with commission opportunities depending on location and experience.
Benefits
We offer dynamic healthcare plans, generous 401(k) and stock purchasing programs, tuition reimbursement opportunities, and paid time away for holidays, vacations, and illness. Associate Inclusion Circles are open to all employees to promote awareness, collaboration, and respect.
Eligibility
Applicants must be currently authorized to work in the United States. Sponsorship is not available.
Equal Employment Opportunity Statement
At MSC, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all qualified applicants and associates without regard to race, color, religion, age, sex, national origin, disability, protected veteran status, sexual orientation or any category protected by applicable law. Accommodation requests can be made at any stage of the recruitment process; applicants are asked to make their needs/requirements known.
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Worksite address
deer park, NY, 11729, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.