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Government Business Development Executive
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 :15327 Employment Type : Full Time Job Category : Business Development Work Location : Seattle, WA State or Province : Washington (US-WA) Potential Work Location : 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. *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 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. SKILLS: 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. OTHER REQUIREMENTS: A valid driver’s license and the ability to travel up to 60% of the time may be required. This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”). 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, 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.
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More About this Listing: Government Business Development Executive
Government Business Development Executive is a Sales BD Job at MSC Industrial Supply located in United States. Find other listings like Government Business Development Executive by searching Oodle for Sales BD Jobs.
Government Business Development Executive is a Sales BD Job at MSC Industrial Supply located in United States. Find other listings like Government Business Development Executive by searching Oodle for Sales BD Jobs.