District Sales Manager

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

Job Type: Full-time

Work Location: In person

Benefits: