Rep, Business Development
Company: MSC
Location: Nashville
Posted on: April 28, 2024
Job Description:
. Build a better career with MSC.
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. Watch HERE to find out why you should work at MSC and
join us as we continue to build a diverse and inclusive workplace.
Requisition ID :15024 Employment Type :Full Time Job Category
:Sales / Business Development Work Location :Nashville, TN State or
Province :Tennessee (US-TN) Potential Work Location : The Business
Development Representative works to improve MSC's market position
and achieve financial growth in medium manufacturing and
non-manufacturing customers ($200,000 - $500,000). The Business
Development Representative aligns with MSC's long-term strategic
goals, builds key customer relationships, identifies business
opportunities, negotiates and closes business deals and maintains
extensive knowledge of current market conditions. The Business
Development Representative 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
contract new solutions to medium manufacturing and
non-manufacturing customers in their early stages of the client's
life-cycle. Business Development Representatives 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 teaching
clients something new and compelling about their own business needs
and provides conclusive reasons why it's necessary to take action
with MSC's solutions. They call on clients, often being required to
make 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 Business Development Representative to ensure they can
continuously develop a pipeline of new business coming in to the
company. In order to be successful, the Business Development
Representative 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 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 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.
- -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. *INDICATES ESSENTIAL DUTIES
To perform this job successfully an associate must be able to
perform each essential duty Satisfactorily. The requirements listed
below are representative of knowledge, experience level and
abilities required. Reasonable accommodations may be made to enable
individuals with disabilities to perform the essential duties.
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,
Salesforce.com experience
- Willingness to travel (50%)
- -Strong background in selling profitable solutions or services.
SKILLS:
- 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" MISCELLANEOUS:
- A valid driver's license and the ability to travel is
required.
- This position may require access to International Traffic in
Arms Regulations Information ("ITAR") and/or Controlled
Unclassified Information ("CUI"). Compensation starting at $93450 -
$146850 depending on experience.
- Why MSC? 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,
Associate Inclusion Circles: Women, Pride, Black, Veterans, HOLA
and DisABLEd 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: At MSC, we are
committed to providing an environment of mutual respect where equal
employment opportunities are available to all qualified applicants
and our associates without regard to race, color, religion, age,
sex, national origin, disability, protected veteran status, sexual
orientation, gender identity/expression or any category protected
by applicable law. By applying to this job you agree to the
Application and Acknowledgment Declaration terms. Click HERE to
review. PandoLogic. Keywords: Business Development Specialist,
Location: Nashville, TN - 37203 , PL: 590994068
Keywords: MSC, Hendersonville , Rep, Business Development, Other , Nashville, Tennessee
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