BUILD A BETTER CAREER WITH MSC
Serving customers and our community starts with the best people doing their best work. That is precisely what we have created at MSC Industrial Supply Co. We are a leading North American distributor of metalworking and maintenance, repair, and operations (MRO), products and services. We offer more than 2 million products and have over 80 years of experience across dozens of industries. We aim to execute our Built to Make You Better brand promise for all our stakeholders, including our associates.
Requisition ID :16777
Employment Type :Full Time
Job Category :Business Development
Work Location :Melville, NY (CSC)
Brief Position Summary:
The Enterprise Business Development Executive (EBDE) works to improve MSC’s market position and achieve financial growth in the largest manufacturing customers ($3M+). The Enterprise Business Development Executive 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 Enterprise Business Development Executive 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 large manufacturing customers in their early customer life-cycle. They call on prospects, often being required to make presentations on solutions and services that meet or predict their prospects’ future needs. Strategic planning for future development is a key part of the Enterprise Business Development Executive to ensure they can continuously develop a pipeline of new business coming into the company. In order to be successful, the Enterprise Business Development Executive 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 the largest manufacturing customers 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 $3M+ 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.
• Gains a deep understanding of the customer’s business needs and service requirements to negotiate and implement a program within the first year of the agreement that reaches pre-approved revenue and profit targets. The ability to accurately forecast revenue growth in the first year of a new agreement is critical. Must be able to understand and drive a customer’s “change management process” that results in sales that meet pre-approved revenue and profit targets.
• Regularly pursues large prospects with “unsolicited” proposals outside of the RFI or RFP process.
• 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 (Customer Success Team, Account Coordinators, etc.) field sales (RM/MM/BSM/OSA/VSR/TSR/SIOT, etc.) 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 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.
• This role requires superior communication a
Location: Melville, NY
Posted: Oct. 2, 2024, 6:50 a.m.
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