Inside Sales Business Development Representative

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.

Requisition ID :15419

Employment Type : Full Time

Job Category : Customer Care

Work Location : Southfield, MI

State or Province : Michigan (US-MI)

Potential Work Location : United States : Michigan : Southfield

BRIEF POSITION SUMMARY:
The Sales Development Representative works to improve MSC’s market position and achieve financial growth in manufacturing and non-manufacturing customers (Medium A - Large). The Sales Development Representative aligns with MSC’s long-term strategic goals collaborating with the Business Development team in presale of the sales cycle to increase opportunities and thereby maximize revenue. To achieve this, they need to research P&L level decision makers and qualify manufacturing and non-manufacturing leads in their early stages of the customer life cycle. Sales Development Representatives will introduce MSC’s value proposition to Business Owners, Plant Managers, Procurement Managers and Operations Managers of leads by following the MSC Solution Sales Methodology. They call on prospective customers through a variety of touches after qualifying, being required to set appointments for the Business Development team to make presentations on solutions and services that meet or predict their clients’ future needs. Salesforce entry of activities will be required. To be successful, the Sales Development Representative will need to understand and articulate MSC Solutions Sales Methodology with a goal to qualify leads and set appointments for the Business Development team.

DUTIES and RESPONSIBILITIES:

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

• Presale ownership of sales process, activities and appointment setting quota attainment, through Solutions Sales process

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

• Database Management (Upkeep of Prospect Database)

• Managing CRM system for all prospecting, activity management

• Extensive, Daily Sales Prospecting Activities

• Constant Email prospecting (60+ emails per day)

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

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

• 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

• 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.

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

• Professional development training will be completed in a timely manner as assigned.

• 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.

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

EDUCATION and EXPERIENCE:

• A High School diploma or equivalent experience required

• 0-2 years of sales experience that includes sales growth accountability required.
  

SKILLS:

• Knowledge of sales and prospecting techniques is required.

• Knowledge in Value Selling, Challenger Sales, or similar value-based sales methodology preferred.

• Demonstrated track record of lead qualification and appointment setting techniques are preferred.

• Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required

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

• Solid history of decision making and taking accountability

• Must possess strong, professional communication skills as a dynamic speaker and in written responses to emails

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

• 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.)

• 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”
  

This position may require access to International Traffic in Arms Regulations Information (“ITAR”) and/or Controlled Unclassified Information (“CUI”).

Compensation starting at $22 – $34 / hour dependent on candidate location and experience.

The salary range represented is based on similar roles in comparable industries, and the cost of labor in respective cities. Actual compensation is based on the candidate’s relevant experience, education requirements and peer pay equity. The Company reserves the right to modify the range as market conditions change.

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.