Manage the business. Responsible for district-level profit & loss. Support corporate initiatives. Understand and drive industry vertical segmentation focus, as guided by corporate. Achieve district sales growth. Implement corporate initiatives. Develop the district. On-list sales representatives in district. Collaborate with representatives to establish account-level sales plans and building business in new accounts. Act as a conduit between corporate objectives and representatives' perceptions.... more details
Our sales team has been keeping our customers’ operations running efficiently for 65 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 business
Responsible for district-level profit & loss
Support corporate initiatives
Understand and drive industry vertical segmentation focus, as guided by corporate
Achieve district sales growth
Implement corporate initiatives
Develop the district
On-list sales representatives in district
Collaborate with representatives to establish account-level sales plans and building business in new accounts
Act as a conduit between corporate objectives and representatives' perceptions
Offer to educate and coach representatives
Plan and run district meetings
Manage the territory
Strategically build Lawson business in district with knowledge of opportunities within the area.
Responsible for sales management of all types of prospective customers
Transition at-risk and orphaned accounts, within corporate guidelines
Conduct field visits in all customer types
Sell to strategic accounts via top-down methodology
Create district and account level sales plans
Set district-level sales goals
Forecast district sales performance
Build relationships with top 10 customers and top 10 prospects of each agent in District.
Time Spent on Responsibilities
30% 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 development
25% 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 process
15% 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 reporting
10% Administration and Planning: Creating district communications; Forecasting and goal setting; Reporting; Rewarding and honoring achievers; Enforcing policy
10% Sales: Administer transition accounts process; Call on transition accounts, and process orders and solve problems, as appropriate
5% Territory Meetings / Workshops / Seminars: Plan and conduct quarterly territory meetings, annual outings, and customer safety seminars
5% Channel Development: Develop alternate sales channels, including web sales; tele-sales, and OEM sales
Smarter Management
Requirements:
High School Diploma, plus 3 - 5 years field sales management experience with 2 - 4 years sales background
Knowledge of products, pricing, strategic accounts, and market competitors
Business planner with proven ability to run profitable district
Ability to analyze profit and loss of district
Motivator and problem solver
Coaching and training skills
Exceptional communication and presentation skills
Knowledge of hiring, interviewing, and on-boarding procedures
Capable computer skills
Strong ethics
Lawson Products is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.
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