City: Houston
State/Province: TX
Country: United States
Division: Sales
Job ID: 13353
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 Sr. Business Development Representative to serve as an integral part of the region team to increase core sales revenue! This role makes sales calls independently with the guidance of district sales managers (DSMs) and from the direction of the regional sales director (RSD) to identify, evaluate, and capture growth opportunities.
This role works from a home office with a minimum of three days onsite at customer locations. We offer 401k plus vision, dental and medical benefits, as well as a paid holiday and PTO package. We target an annual total compensation (consisting of a base salary and variable incentive opportunity) of $95,000-100,000 in your first year of employment.
Responsibilities:
- Strives to exceed sales goals through the expansion of existing accounts, new accounts, adding new locations, and reactivation of lost accounts each at a $25K or more sales lift level.
- Makes sales calls from leads generated by self and from sales reps and sales managers. This role is expected to set up 24 sales calls each week and spends a minimum of three full days in the field.
- Promotes Lawson's products and services to key decision makers (carpet-side selling to target accounts), presenting Lawson's value propositions.
- Listens to customers’ needs and makes recommendations for solutions through product offerings. Utilizes Lawson's support tools to leverage sales, such as the product specialists.
- Maintains contacts and develops relationships with key decision-makers. Deploys a smooth handoff of the accounts to sales reps at the direction of the DSM.
- Works efficiently with a sales pipeline and follows up in a timely fashion with prospects and customers.
- Develops effective and productive working relationships with other internal departments to grow existing business.
- Is proficient in developing competitive pricing options.
- Identifies business growth opportunities from marketing initiatives, and coordinates evaluation with field sales management.
- Reports directly to the Regional Sales Director.
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 valid driver's license, a clean driving record, and the ability to obtain and maintain vehicular insurance as required by policy.
- Willingness to travel, with at least 75% of time spent in the field
- Proficiency with personal computers and appropriate computer skills with Microsoft Office products (including Power Point) to meet administrative needs.
- Ability to lift 50 pounds.
- Requires a broad knowledge of MRO and/or automotive industry policies and products. Familiar with the standard concepts, practices, and procedures within the MRO industry.
- Excellent relationship-building skills, with the ability to quickly establish and maintain productive relationships at all levels with customers and prospect organizations.
- 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.
Must possess a combination of the following dimensions:
- Sales Ability/Persuasiveness - Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
- Energy - Consistently maintains high levels of activity or productivity; sustaining long working hours when necessary; operating with vigor, effectiveness, and determination over extended periods of time.
- Resilience - Handles disappointment and rejection while maintaining effectiveness.
- Communication - Clearly conveys information and ideas through a variety of media to individuals or groups in a manner that engages the audience and helps them understand and retain the message.
- Initiating Action - Takes prompt action to accomplish objectives; taking action to achieve goals beyond what is required; being proactive.
- Customer Focus - Makes customers and their needs a primary focus of one’s actions; developing and sustaining productive customer relationships.
- Planning and Organizing - Establishes courses of action for self and others to ensure that work is completed efficiently.
Lawson Products is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.