MSC Industrial Supply Co. Exec, Gov't Bus Dev in Baltimore, Maryland
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BRIEF POSITION SUMMARY:
The Government Business Development Executive (GBDE) works to improve MSC’s market position and support the growth of the Public Sector by creating new growth opportunities in key Public Sector areas in customers ($100,000 - $5M). The GBDE aligns with the local State Account Manager and Government Account Manager to achieve MSC’s Public Sector team’s long-term strategic goals. The main activity of the GBDE is to identify business opportunities and to close business deals. The GBDE will collaborate with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue. To achieve this, they need to focus on the key Government sub-areas. They call on clients, often being required to predict their clients’ future needs. Strategic planning for future development is a key part of the GBDE’s role to ensure they can continuously develop a pipeline of new business coming into the company. In order to be successful, the GBDE will need to develop thorough knowledge of the Public Sector and MSC’s competitors.
DUTIES and RESPONSIBILITIES:
This position is responsible for identifying, pursuing, signing specific Federal and State end-consumer segments by proactive prospecting, modeling internal 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 with revenue potential of $100,000 to $5M incremental per year.
Applies extensive solutions, product, financial and market knowledge to sell 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.
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.
Prepares detailed financial models forecasting account performance over life of agreement. Communicate financial performance expectations across leadership teams.
Develops and Communicates all aspects of newly signed account agreements to department resources SAM, GAM, PM) and company (legal, supply chain, e commerce, sourcing, data analytics) to ensure rapid and complete penetration and revenue growth of new agreements.
Proactively maintain working relationships with Government leadership and customer support leadership as necessary to meet customer needs. Work with Government 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 Government leadership team including
This role requires superior communication and negotiation skills to align business goals across functional teams.
Submits to management all required sales and expense reports in a timely manner. Pro-actively entertain in assigned accounts where pre-approved.
Manage travel and entertainment to meet assigned budgets. Utilizes phone, webcast and on-site visits efficiently to establish regular cadence with both the Government leadership team and large customer/prospect site locations as assigned.
Professional development training will be completed in a timely manner as assigned. Examples include presentation, negotiation, account planning, company supported training or SFA training.
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.
Fosters the MSC Culture in the department and throughout the company to ensure fulfillment of MSC’s vision and unity of purpose.
Participation in special projects and cross functional teams; 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 Public Sales experience required.
Demonstrated Medium and Large ($500K - $5M) Sales Experience Success
Proficient in Microsoft Word, Excel and PowerPoint, Salesforce.com experience
Strong background in selling profitable solutions or services.
Knowledge of Public Sector 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.
Supply Chain Expertise / Knowledge including Operations, Procurement, Lean / Process Improvement preferred.
- Demonstrated Formal and Informal Leadership Experience preferred.
Demonstrated potential to move across into other functions of the team and/or organization (Category Leadership, Joint Business Planning, etc.).
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.
P&L responsibility preferred. Strong business and financial acumen required: advanced business analytics skills, customer P & L agility, ability to plan, track and evaluate data.
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 at the senior management level (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. Customize presentations using financial models to drive compliance and customer behavior.
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”.
Strategic planning involving 3-5 year financial models.
- A valid driver’s license and the ability to travel up to 60% of the time may be required.
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.