What are the responsibilities and job description for the District Sales Manager position at Lawson Products?
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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