Inside Sales Business Development Representative/Remote

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 :13402

Employment Type : Full Time

Job Category : Customer Care / Contact Centre

Work Location : Southfield, MI

State or Province : Michigan (US-MI)

Potential Work Location : United States : Michigan : Southfield

Pay Grade: Sales 7
BRIEF POSITION SUMMARY:
The Inside Sales Business Development Representative works to improve MSC’s market position and achieve financial growth in Small manufacturing and non-manufacturing customers ($50,000 - $200,000). The Inside Sales 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 Inside Sales Business Development Representative will collaborate with the internal team to increase sales opportunities and thereby maximize revenue. To achieve this, they need to sell customer offerings to Small manufacturing and non-manufacturing customers in their early stages of the client’s life-cycle. Inside Sales Business Development Representatives will sell MSC’s customer offerings to Business Owners, Plant Managers, Procurement Managers and Operations Managers of our clients by following the MSC Solution Sales Methodology. They call on clients, often being required to make presentations on solutions and services that meet or predict their clients’ future needs. Strategic planning for future development is a key part of the Inside Sales 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 Inside Sales Business Development Representative will need to develop thorough knowledge of the marketplace, MSC’s products and offerings and MSC’s competitors.

DUTIES and RESPONSIBILITIES:

Work duties will be a mix of both tactical and strategic, including:

o “Cradle-to-Grave” ownership of sales process, and Quota attainment, through Solutions Sales process

o Full responsibility for comprehensive Business Development Process – Email Campaigns, Setting/Coordinate Customer Meetings and/or ConfCalls, delivery of follow-up materials (sales sheets, etc.), maintaining on-going contact with all “warm prospects,” etc.

o Database Management (Upkeep of Customer & Prospect Database)

o Managing CRM system for all prospecting, activity management

o Extensive, Daily Sales Prospecting Activities

o Constant Email prospecting (60+ emails per day)

o Daily, high-volume Telesales activities (50+ calls per day)

o Responsible to grow revenue profitably >$250,000 each year by hunting in a pool of approximately 1000 existing customers very early in their customer life-cycle. This will require more than 50 contacts per day.

o Master MSC’s Solution Sales Methodology and follow prescriptive sales process to continuously develop new opportunities and advance opportunities through the stages of the opportunity funnel.

o Profile each customer to identify size of company, primary and secondary end-market, decision making process and existing business challenges – known or unknown. Log information into Salesforce.com

o Transition customer from status quo by sharing compelling proactive advice shaping the need for the customer to gain agreement on awareness of a need or risk.

o Guide customer to “bias for best practices” by presenting the right fit solutions provided by MSC.

o Leverage internal resources, sales enablement tools and preferred suppliers to reinforce return on investment or solutions impact to the customer’s business.

o Professional development training will be completed in a timely manner as assigned. Examples include presentation, negotiation, account planning, company supported training or SFA training.

o Learns and fosters the MSC culture in the department and throughout the company to ensure unity of purpose and fulfillment of MSC’s mission.

o 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.

o Participates in special projects and cross functional teams and performs additional duties as required.

o Fosters the MSC Culture in the department and throughout the company to ensure fulfillment of MSC’s vision and unity of purpose.

*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:

o A High School diploma or equivalent experience required

o 2+ years sales experience is required.

EDUCATION and EXPERIENCE:

o A High School diploma or equivalent experience required

o 2+ years sales experience is required.

SKILLS:

o Knowledge of sales and prospecting techniques is required.

o Certified in Value Selling, Challenger Sales, or similar value based sales methodology preferred.

o Demonstrated track record of excellent sales, negotiation, relationship building and closing skills and techniques are preferred.

o Computer literacy and proficiency in word processing, spreadsheet, and presentation software is preferred.

o Knowledge of e-business.

o Track record of meeting and exceeding agreed upon sales plan is preferred.

o Solid history of decision making and taking accountability

o Must possess strong presentation skills and communicate professionally as a dynamic speaker and in written responses to emails; and when submitting reports.

o Strong analytical skills, ability to make quick/calculated decisions, and ability to perform effectively in a team and individual work environment are a must.

o Ability to make recommendations for solutions based on information gathered and analyzed from systems

o Strong interpersonal and communications skills (oral and written) along with strong attention to detail and follow through required

o Strong ability to be flexible and adapt to change in business practices, market changes, etc.

o Self-motivated to meet specific sales goals

o Ability to work independently and cross-functionally at multiple levels within the business unit (e.g., Marketing, Product Management, Finance, etc.)

o Demonstration of competitive spirit and ability to overcome obstacles to success

o Excellent ability to adapt to a changing environment quickly and effectively

o Proven pattern of success collaborating with business leaders with competing objectives or “mind share”

Compensation starting at $46277 – $66110 / year and up dependent on candidate location and 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.