Territory Manager

Since 1952, Lawson Products has worked hard to make our customers' jobs easier by improving their operational efficiency, productivity and overall performance. As a leader in the MRO industry, we partner with customers to make sure they have the right maintenance and repair parts on hand when needed.

The Territory Manager is responsible for driving profitable revenue growth and deepening customer relationships within a defined group of customers by positioning Lawson as the leading MRO supplier. This includes leveraging Lawson’s primary values including depth and breadth of inventory, buying solutions (notably Vendor Managed Inventory and e-commerce), speed of delivery, and dedicated customer support. The role emphasizes consultative engagement, responsiveness, and problem resolution to create long-term partnerships. By understanding customer buying and purchasing processes, the Territory Manager expands Lawson’s presence across core product categories and positions the company as the customer’s primary supplier.

This role will work from a home office and will travel to customers. We offer 401k, plus medical, dental and vision benefits, as well as a paid holidays and a PTO package.

Responsibilities:

• Collaborates with field sales management to manage logistics (scheduling, routes, etc.) for all Onsite Service Specialists (OSS), focusing on customer experience, efficiency, and a results-driven approach.
• Identify and prioritize high-potential opportunities within assigned markets; execute targeted plans to capture and expand business.
• Drive customer consolidation by diagnosing operational challenges and positioning Lawson as a single-source MRO partner.
• Increase share of wallet through account penetration, upselling, and cross-selling across key categories (Fasteners, Fluid Power, Metalworking, Safety, Chemicals).
• Acquire and penetrate high potential target customers.
• Leverage solutions to enhance purchasing processes, including optimized buying channels (VMI and E-Commerce), best-in-class products, and critical resources like technical product specialists, to enhance customer efficiency and reduce downtime.
• Execute disciplined sales activity with a minimum of 15–20 in-person customer visits per week, supported by territory planning, pipeline development, and CRM discipline.
• Conduct quarterly business reviews with key customers to assess performance, uncover new opportunities, and strengthen relationships.
• Engage with decision-makers and influencers (operations leaders, procurement, maintenance) to uncover needs and deliver tailored solutions.
• Promote Lawson’s value proposition, including total cost reduction, breadth of product categories, and tailored service solutions.
• Develop proposals and pricing strategies aligned to customer goals.
• Stay informed of customer operations, competitive activity, and market trends to adapt strategies quickly.
• Maintain excellent customer communication, including responsiveness and problem resolution, to sustain strong long-term partnerships.
• Support managed inventory activities to deepen engagement and identify incremental revenue opportunities.
• Attend Regional and District Meetings as required.

Qualifications & Requirements:

• Associate or bachelor’s degree required. Minimum of three years of experience in customer-facing outside sales or account management in MRO, industrial distribution, or related industries. Equivalent combinations of education and relevant experience will be considered.
• 3 years of B2B outside sales experience, preferably in MRO, industrial distribution, or manufacturing.
• Strong consultative selling skills with a record of meeting or exceeding sales targets.
• Self-motivated, disciplined, and able to work with minimal supervision.
• Excellent interpersonal skills with the ability to develop and sustain long-term customer relationships.
• Strong communication skills, with an emphasis on responsiveness, listening, and problem resolution.
• Proficiency in account planning, pipeline management, and CRM usage.
• Strong process discipline and organizational skills, with the ability to manage multiple priorities.
• Ability to analyze customer needs, identify solutions, and close complex deals.
• Proficiency in Microsoft Office Suite and technology-enabled sales tools.
• Broad knowledge of MRO products and purchasing processes.
• Self-motivated, disciplined, and able to work with minimal supervision.
• Valid driver’s license, clean driving record, and ability to lift 50 pounds.

Lawson Products is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.