District Sales Manager - Lawson Products

**District Sales Manager - Lawson Products** Requisition Posting Title: Location: **FL - Orlando** Job Code: **SAM021** \# of openings: **1** **Description** **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