Lawson Products District Sales Manager - Lawson in Des Moines, Iowa

District Sales Manager - Lawson

Location IA - Des Moines

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DISTRICT SALES MANAGER

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

  • Offer to collaborate with representatives to establish account-level sales plans

  • Act as a conduit between corporate objectives and representatives' perceptions

  • Offer to educate and coach representatives

  • Design and run district meetings

  • Collaborate with representatives, as appropriate, in building business in new accounts

Manage the territory

  • Build Lawson business in district strategically with knowledge of all opportunities within the area.

  • Develop a plan to capture those opportunities

  • Responsible for sales management of all types of prospective customers

  • Responsible for sales management of all Lawson products within district

  • 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, Lawson programs, 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

  • Good computer skills

  • Strong ethics

Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities