Lawson Products Sales Support Representative - Lawson Products in Salt Lake City, Utah

Sales Support Representative - Lawson Products

Location UT - Salt Lake City

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SALES SUPPORT REPRESENTATIVE

Purpose:

Maximizes sales in assigned territory through direct selling to and servicing of identified customers within targeted markets. Identifies opportunities to gain new customers while expanding business to achieve planned sales volume. Provides support to assigned sales representative(s) to assist in servicing targeted accounts.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

ASSIGNED SALES TERRITORY

  • Responsible for profitable revenue growth through targeted new-customer growth, further penetration of existing customers, as well as customer retention. Sustains high sales achievement.

  • Establishes, maintains and services accounts, covering assigned territory. Ensures high customer satisfaction, positive long-term relationships and repeat business. Executes the “Sales Process” to determine and meet customers' needs.

  • Communicates directly with customers using persuasive sales techniques to provide information about Lawson and our full line of MRO products.

  • Makes presentations to clients using the appropriate tools to develop an understanding of the value proposition, focusing on quality, productivity and profitability.

  • Demonstrates the quality and reliability of Lawson’s products.

  • Serves as the primary point of contact for customers. Answers customers' questions, addressing issues with the appropriate department at Lawson.

  • Provides basic technical assistance to recommend the best application of Lawson's products. Refers more complex product-application problems to Lawson's technical engineering support.

JOB DESCRIPTION:

  • Resolves customer complaints by investigating problems, developing solutions, and making recommendations. Serves as the primary point of contact for the customer following a sale.

  • Develops broad general knowledge of Lawson's policies and products.

  • Maintains professional and technical knowledge by attending educational training, reviewing professional publications, establishing personal networks, and participating in professional societies.

  • ASSIGNED ACCOUNT SUPPORT

  • Provides administrative support to assigned sales representative(s) by servicing accounts. Assists with account set-up, performing VMI functions, providing technical expertise, and providing commercial services to select customer(s).

  • Manages customer inventory, monitoring inventory levels to identify customer needs, and placing replenishment orders as appropriate. Receives, places, modifies, and possibly delivers simple orders upon request. Provides order status updates. Ensures inventory organization, receiving and put away, keeping the area clean and organized. Maintains storage bins and labels in professional condition, re-labeling as required.

  • Acts as a customer resource for unexpected/emergency product needs and required spot buys, providing product specifications and photos to Specials.

  • May provide historical data including inventory records of quantity, type, and value of material, merchandise, or supplies at customer site(s).

  • Tracks returned items, creating Returned Goods Invoice as required.

  • May operate various office machines, including proprietary access to customer systems.

  • Maintains appropriate channels of communication with customers' maintenance employees and managers, Lawson sales representatives and District Sales Managers, Specials, and related corporate employees.

  • Supports the Sales Representative(s) in managing and growing select accounts. Supports set-up of new accounts, particularly with inventory management mechanisms and facilitating initial customer site organization. Educates customers, notifying them of changes and improvements to the value proposition (e.g., specials, new products.) Assists with retaining and growing accounts by cross-selling and up-selling (consultative).

  • Delivers technical support to customers, enabling customer's research. Provides guidance on appropriate product(s) to address a situation and how to apply product(s). Conducts product demonstrations and safety seminars. Identifies customer-specific operational improvement opportunities proactively.

  • Other duties as assigned.

  • Required Travel: 75%

OTHER SKILLS AND ABILITIES:

  • Knowledge of commonly-used concepts, practices, and procedures within the MRO industry with a general knowledge of MRO items and their application. Familiarity with basic inventory management techniques.

  • Ability to sell at all levels in a customer/target organization. Proven experience in developing new business, building repeat business, and managing a sales territory.

  • Excellent relationship-building skills. Ability to establish and create relationships at all levels with customers and prospect organizations.

  • Excellent customer service skills with the ability to self-start and work independently under limited supervision.

  • High-level presentation and communication skills. Ability to provide demonstrations to customers and prospects.

  • Proven sales closing skills.

  • Proficiency with personal computers, particularly Microsoft Office, with the appropriate computer skills to meet administrative needs.

  • Ability to lift 50 pounds.

  • A valid driver's license, a clean driving record, and the ability to obtain and maintain vehicular insurance as required by policy.

OTHER QUALIFICATIONS: (including certificates and licenses)

  • High School Diploma required, Associate's Degree preferred, with a broad knowledge of MRO industry policies and products with 1 - 5 years of experience in the sales field or a related area, or an equivalent combination of education and experience.

  • ADDITIONAL INFORMATION:

  • Key success measures:

  • Primary: Revenue growth of assigned accounts.

  • Secondary: Customer satisfaction and the satisfaction of the District Sales Manager(s) and Field Sales Representative(s).

  • Must possess a combination of the following dimensions:

  • Sales Ability/Persuasiveness - Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.

ATTRIBUTES:

  • Tenacity - Stays with a position or plan of action until the desired objective is obtained or is no longer reasonably attainable.

  • Energy - Consistently maintains high levels of activity or productivity; sustaining long working hours when necessary; operating with vigor, effectiveness, and determination over extended periods of time.

  • Resilience - Handles disappointment and rejection while maintaining effectiveness.

  • Communication - Clearly conveys information and ideas through a variety of media to individuals or groups in a manner that engages the audience and helps them understand and retain the message.

  • Initiating Action - Takes prompt action to accomplish objectives; taking action to achieve goals beyond what is required; being proactive.

  • Customer Focus - Makes customers and their needs a primary focus of one’s actions; developing and sustaining productive customer relationships.

  • Impact - Creates a good first impression, commanding attention, and respect, showing an air of confidence.

  • Planning and Organizing - Establishes courses of action for self and others to ensure that work is completed efficiently.

  • Continuous Learning - Actively identifies new areas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through their application.