Business Development Sales Representative

at MSC Industrial Supply Co. in Wilmington, Delaware, United States

Job Description

Built to Make You Better.

Requisition ID :16013

Employment Type :Full Time

Job Category :Business Development

Territory includes Delaware, South Jersey and Baltimore.

BRIEF POSITION SUMMARY:

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.

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