Business Development Representative
- Aug 16, 2019
- Customer Service : General Customer Service
Serving customer and community starts with the very best people doing their very best work. That is precisely what we have at MSC Industrial Supply Co., a leading North American distributor of metalworking and maintenance, repair, and operations (MRO) products and services.
Requisition ID : 3368
Employment Type : Full Time
Job Category : Sales / Business Development ;
Work Location : Columbus, OH (Whse)
State or Province : Ohio (US-OH)
Potential Work Location : United States : Ohio : Columbus
The Business Development Representative works to improve MSCs market position and achieve financial growth in medium manufacturing and non-manufacturing customers.
DUTIES and RESPONSIBILITIES:
This position is responsible for identifying, pursuing, signing and transitioning medium manufacturing and non-manufacturing customers by proactive prospecting analytics in support of driving maximum profitability, developing compelling value based proposals, presentations and other customer facing content to communicate value, building broad prospect relationship networks (including senior level) within customers.
Applies solutions, product, financial and market knowledge to sell semi-complex accounts.
Identifies researches and/or qualifies targeted account prospects and maintains a robust funnel capable of delivering incremental revenue at or above annual goals. Maintains highly accurate and complete funnel analytics demonstrating a strategic ownership of business. Utilizes Account Planning Tool and other Sales Enablement Tools.
Accurate, current management of content in funnel, win/loss, launch status, SFDC and other platforms for communicating business resource needs to the organization
Makes contact with the appropriate 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 and negotiates pricing and other terms of new account agreements with prospective clients to ensure maximum revenue and profit from new agreements to include terms and conditions that will minimize the company’s risk.
Develops and communicates all aspects of newly signed account agreements to local team to support implementation to ensure rapid and complete penetration and revenue growth of new agreements.
Proactively maintain working relationships with field leadership and customer support leadership as necessary to meet customer needs. Work with field leadership to customize account coverage as needed to drive compliance to approved forecasted sales thresholds. Document and clearly communicate customer service level expectations and or shortfalls with field leadership team including
This role requires good communication and negotiation skills to align business goals across functional teams.
Submits to management all required sales and expense reports in a timely manner.
Manage 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.
Professional development training will be completed in a timely manner as assigned. Examples include presentation, negotiation, account planning, company supported training or SFA training.
Learns and fosters the MSC culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC’s mission.
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.
Participates in special projects and cross functional teams and performs additional duties as required.
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 Sales Experience Success
Proficient in Microsoft Word, Excel and PowerPoint, Salesforce.com experience
Willingness to travel (50%)
Strong background in selling profitable solutions or services.
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 track record of meeting and exceeding agreed upon sales plan
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”
A valid driver’s license and the ability to travel is required.
People. Collaboration. Insight. That’s how you build something that works.
Built on a foundation of trust, MSC works side by side with our customers to help them drive business results. With more than one million product offerings and 75+ years of experience across industries, MSC strives to help our customers achieve greater productivity, profitability, and growth through inventory management and other innovative supply chain solutions.
We care about our associates and have programs in place to help our 6,500+ team members achieve their potential. When you join our team, you will receive rewards and recognition for your contributions, training and professional development opportunities, as well as a variety of benefits to support you and your family's health, well-being, and financial future.
If you are inspired to learn, take risks, and succeed as a team, you can build a better career at MSC.
Equal Opportunity Statement
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation or gender identity.