Job Purpose:

Provides focus on the customer to maximize growth and profitability of the company through enhanced presence and hit rate. Key goals are penetrating markets, “delighting” the customer, and improving both revenue and profitability of the Company.

Essential Functions:

1. Helps build and nurture customer relationships. Independently qualifies sales leads and secures product orders.
2. Identifies new business opportunities for market and/or account penetration to ensure planned performance goals are met or exceeded.
3. Independently makes sales calls, develops and delivers presentations to customers. Candidates must see sales as a profession and not a job.
4. Remains abreast of competition, company’s strengths and weaknesses, evolving opportunities, and communicates back to the organization potential value-added products and services that will drive company revenue growth and profitability.
5. Actively participates in sales planning, forecasting, and budgeting.
6. Achieves, or exceeds, sales goals and objectives by developing, maintaining, and directing sales strategies for accounts in assigned sales territory and/or market.
7. Investigates customer requirements, resolving product problems to foster long-term alliances. Monitors new product deliveries to ensure customer satisfaction.
8. Acts as primary communication link between customers and the Company. Builds consensus and fosters long-term alliance with customers; provides key interface between customer, marketing, and engineering or product management functions.
9. Able to work vertical within the prospects/customers that he/she calls upon.

Additional Responsibilities:

1. Actively participates in trade shows.
2. Builds and nurtures customer relationships, by utilizing a documented distributor and key account penetration process.
3. Clearly articulates company vision for business to customers and channels.
4. Collections: Sale is not a sale until it is paid.
5. Ensure compliance in all safety, health, and environmental regulations, policies and procedures for a goal of zero incidents and injuries; Assist in delivering required training to ensure that all coworkers have the necessary skills to perform their jobs properly and safely.
6. Communicate consistently on all activities to appropriate individuals (internal & external).
7. Maintain ongoing communication and adhere to all Companywide policies to eliminate and/or reduce exposure to liability.
8. Special projects or work as assigned.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice

Qualifications Guidelines

Experience/Training/Education:

Required: Professional Salesperson who has achieved or exceeded sales and gross profit goals in their career with a minimum of 4 years experience in outside sales. The individual must have experience within the markets we currently have as customers (Distribution and Manufacturing Market, Pharmaceutical)

Desired: Technical or Marketing Degree

Knowledge/Skills/Abilities:

Requires knowledge and understanding of general sales and business development methodologies; basic mechanical understanding; knowledge of contemporary operating concepts; knowledge of industrial construction industry and/or mobile crane market, their structure and trends; Ability to develop solutions to complex, multi-faceted problems. Demonstrates knowledge of office practices, business correspondence techniques and English composition, grammar, spelling and punctuation. Demonstrates knowledge in principles of customer service, public relations and communications, record management and file maintenance. Ability to use E-Mail, Microsoft Office Suite and work effectively in a computer-oriented environment. Ability to use tact, speak effectively and deliver presentations to small and large audiences. Requires skills that include tactical vision and creativity; must be able to deal effectively in rapidly changing environments; must have mature judgment, empathy, superior interpersonal, and communication skills. Requires ability to work with a team or independently and accept constructive criticism; maintain confidentiality of data; collect data, establish facts, draw valid conclusions, and use judgment for effective decision making. Motivated individual that sets high standards for themselves and exceeds expectations.

Physical and Environmental Elements:

This is primarily an office classification and employees work in an office with moderate noise levels, controlled temperature conditions and no direct exposure to hazardous physical substances. Works frequently offsite in various environments; significant travel is required. There is some physical activity of demonstrating the application/removal of our products in the field. Finger dexterity is needed to access, enter and retrieve data using a computer keyboard, typewriter keyboard or calculator and to operate standard office equipment. Must be able to speak clearly and communicate clearly. The position occasionally bends, stoops, reaches, pushes and pulls drawers to retrieve and file information and lifts and carries reports, records, and other materials that typically weigh less than 30 pounds.

Special Requirements/Certification:

Requires travel of 40%.

Lanco is an equal opportunity employer. All employment-related decisions, including but not limited to hiring, compensation, promotion, discipline (including termination), evaluation, training and development opportunities, etc., are made without discrimination on the basis of race, color, sex, sexual orientation, gender-related identity, pregnancy, national origin, ancestry, religion, age, military status, protected disability, citizenship, genetic information or any other category protected by applicable