Manager, Government Sales

2 weeks ago

Orlando, United States Lawson Products Full time

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.

We’re looking for a Manager of Government Sales responsible for directing the sales activity for a specific geographic area by implementing company and segment strategy, and leading a team of Government Sales Account Managers. This role executes the strategic sales plan for all government accounts to grow the segment year over year, developing comprehensive, go-to-market strategic business plans to achieve account objectives and sales quotas. Additionally, this role identifies new business opportunities and contracts while monitoring Lawson's market share against the competition.

Our corporate headquarters is located in Chicago, IL. We offer retirement benefits, plus vision, dental and medical benefits, as well as a paid holiday and PTO package.

Responsibilities

Leads a team of Government Sales Account Managers that implement Lawson's government segment strategy, generating sales and growth in the assigned geographic area, meeting market-penetration and profitability objectives, and providing support for the retention of existing accounts and the development of new accounts. Supports District Sales Managers and Field Sales Representatives who have government business, including assisting with communications, strategic direction, and training. Assists with the expansion of customer relationships, addressing customer needs and expectations proactively and leading solution-development efforts when customer issues arise. Participates in account planning, ensuring the completion of a strategic customer-account sales plan for each assigned target location. Ensures the plan's execution to target all potential customers at each government site, including every potential MRO buyer for any and all overall installation spend. Builds a full 'territory' within each assigned government site. Communicates account activities with Lawson’s sales management team and related internal personnel. Works cross-functionally with internal resources at Lawson to ensure account performance objectives and expectations are met. Meets assigned targets for profitable sales volume and strategic objectives, supporting sales goals through the implementation and management of integrated business and marketing plans. Develops, analyzes, and reports key metrics to gauge progress against the government segment business objectives. Recommends revised strategies and tactics as needed. Identifies new business opportunities and manages comprehensive go-to-market strategic business plans using market and government-procurement knowledge as well as organizational and analytical skills. Identifies new government segment-related products to strategically provide a competitive advantage for the Government Sales Account Managers. Participates in the development of sales strategies for product and services offered in the government segment that align with Lawson's vision and its current and long-term business objectives. Uses existing network of industry contacts to generate and grow new business. Develops an understanding of the government segment, including trends and government buying patterns, through research, customer interaction, industry trade show attendance and interacting with suppliers, combined with input from the Lawson sales team. Completes all administrative work and reporting requirements as required. Completes required training and development objectives within the assigned time frames. Participates in the annual strategic planning process. Other duties as assigned.

Qualifications & Requirements

High School Diploma required, Bachelor's Degree preferred, with at least 7 years of sales experience, 3 years of management experience, including experience in government or with government sales, or an equivalent combination of education and experience. Must possess a valid driver's license, a clean driving record, and the ability to obtain and maintain vehicular insurance as required by policy. Requires a broad knowledge of MRO industry policies and products. Familiar with the standard concepts, practices, and procedures within the MRO industry. Relies on experience and judgment to plan and accomplish goals. Performs a variety of tasks. A certain degree of creativity and latitude is required. Ability to sell at all levels in a customer/target organization. Proven experience in developing new business, aligning contracts, building repeat business, and managing a sales territory. Excellent relationship-building skills with the ability to establish and create relationships at all levels with customers and prospect organizations. Excellent presentation skills, strong customer focus, and the ability to effectively lead through change. Demonstrated ablity to motivate and achieve results through others. Ability to self-start and work independently. Proficiency with personal computers. Appropriate computer skills to meet administrative needs: Power Point and other Microsoft Office products. Strong business acumen, critical thinking, analytical and problem-solving skills. Background and knowledge in government and government spending.

Lawson Products is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities. #J-18808-Ljbffr

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