Job Description
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 Business Development Representative to serve as an integral part of our district sales team to increase sales revenue by expanding existing customer accounts. This role makes sales calls with sales representatives to identify, evaluate and capture growth opportunities. This role will work from a home office and will travel to customers primarily located in the Ontario portion of Canada. Living in the assigned geographic region is required. We offer a competitive benefits package that includes medical benefits, dental, vision, and retirement benefits, as well as a paid holiday and PTO package.
Responsibilities:
- Strives to exceed sales goals by expanding existing accounts.
- Makes sales calls with sales representatives to identify growth opportunities and capture them by developing and implementing sales strategies.
- Promotes Lawson's products and services to key decision makers (carpet-side selling to target accounts), presenting Lawson value propositions.
- Listens to customers’ needs and makes recommendations for solutions through product offerings.
- Maintains contacts and develops relationships with key decision makers, making follow-up sales calls at customer sites on a regular basis.
- Follows up on sales orders to ensure customers receive exceptional service.
- Develops effective and productive working relationships with other internal departments to successfully grow existing business through collaboration.
- Identifies business growth opportunities from marketing initiatives, and coordinates evaluation with field sales management.
- Monitors competitive activity and industry trends to determine customer and market needs. Stays current on knowledge of existing and emerging competitors.
- Assists in establishing sales priorities and targets to deliver sales growth and corporate gross margin goals for the territory.
- Attends all DSM meetings as required.
- Other duties as assigned.
Qualifications & Requirements:
- High school diploma required, bachelor's degree preferred, with at least 5 years of experience in solution selling in Manufacturing, MRO or related industry field with experience in business-to-business sales, or an equivalent combination of education and experience.
- Must possess a vehicle, 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 (Lawson) industry policies and products. Familiar with the standard concepts, practices, and procedures within the MRO industry. Relies on limited experience and judgment to plan and accomplish goals. Performs a variety of tasks. Works under general supervision. A certain degree of creativity and latitude is required.
- Desire to exceed expectations and quotas with a proven history of meeting sales goals.
- Excellent relationship-building skills, with the ability to quickly establish and maintain productive relationships at all levels with customers and prospect organizations.
- Ability to build lasting external and internal relationships (customer, rep, DSM).
- Track record of business development with experience growing existing business, particularly targeting high-revenue accounts.
- Detailed-oriented with a strong analytical ability to work with reports and sales performance metrics.
- Innovative mindset and a thorough understanding of our market practices for expanding accounts.
- Excellent customer service and follow-up skills, with a strong emphasis on the ability to listen and offer appropriate solutions.
- High-level presentation and communication skills, with the ability to provide demonstrations to customers and prospects.
- Team player, positive and results-driven, with the ability to self-start and work independently.
- Willingness to travel, with at least 90% of time spent in the field.
- Proficiency with personal computers and appropriate computer skills with Microsoft Office products (including PowerPoint) to meet administrative needs.
- Ability to lift 50 pounds.
Lawson Products is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.
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