Our sales team has been keeping our customers’ operations running efficiently for 72 years. From fire departments to cancer research centers, they make an impact in an array of exciting industries. We’re looking for a sales leader with the drive to manage a growing sales team. We are proud to be featured on Selling Power’s “50 Best Companies to Sell For” List in 2018.
Purpose:
Within the assigned district: grow the business profitably by growing existing customers and acquiring new customers; contribute to Lawson's management strength, through managing the business and the sales territory.
Responsibilities:
Manage the businessResponsible for district-level profit & lossSupport corporate initiativesUnderstand and drive industry vertical segmentation focus, as guided by corporateAchieve district sales growthImplement corporate initiatives
Develop the districtOn-list sales representatives in districtCollaborate with representatives to establish account-level sales plans and building business in new accountsAct as a conduit between corporate objectives and representatives' perceptionsOffer to educate and coach representativesPlan and run district meetings
Manage the territoryStrategically build Lawson business in district with knowledge of opportunities within the area.Responsible for sales management of all types of prospective customersTransition at-risk and orphaned accounts, within corporate guidelinesConduct field visits in all customer typesSell to strategic accounts via top-down methodologyCreate district and account level sales plansSet district-level sales goalsForecast district sales performanceBuild relationships with top 10 customers and top 10 prospects of each agent in District.
Time Spent on Responsibilities30% Veteran Sales Representative Development: Work in collaboration with representative; Offer education and coaching; Offer to participate in conducting field visits; Communicate with representatives regularly, and report on results of  representatives; Work with sales representatives in developing strategic accounts; Implement territory sales plan, forecasting and channel development25% New Representative Development: Work in collaboration with representative; Offer education and coaching/mentoring; Offer assistance in creating agent sales plan.  Implement agent recruiting and on-listing process15% Major Account Development:  Identify target accounts.; Build relationships with major accounts; Coordinate efforts with Regional Sales Managers, Sales Representatives and Strategic Accounts Department.; Accountability for goal setting and reporting10% Administration and Planning: Creating district communications; Forecasting and goal setting; Reporting; Rewarding and honoring achievers; Enforcing policy10% Sales:  Administer transition accounts process; Call on transition accounts, and process orders and solve problems, as appropriate5% Territory Meetings / Workshops / Seminars:  Plan and conduct quarterly territory meetings, annual outings, and customer safety seminars5% Channel Development:  Develop alternate sales channels, including web sales; tele-sales, and OEM salesSmarter Management
Requirements:High School Diploma, plus 3 - 5 years field sales management experience with 2 - 4 years sales backgroundKnowledge of products, pricing, strategic accounts, and market competitorsBusiness planner with proven ability to run profitable districtAbility to analyze profit and loss of districtMotivator and problem solverCoaching and training skillsExceptional communication and presentation skillsKnowledge of hiring, interviewing, and on-boarding proceduresCapable computer skillsStrong ethics
Lawson Products is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.