Strategic Accounts Executive
City: Chicago
State/Province: IL
Country: United States
Division: Sales
Job ID: 14264
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 Strategic Account Executive identifies, evaluates and closes new business opportunities, targeting only high-potential, pre-defined account types and industries. This role focuses heavily on conversion and penetration of existing accounts and prospects, supporting a small number of existing high-potential, multi-regional accounts
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, focusing on customer experience efficiency and a results-driven approach.
- Strives to exceed sales goals through opening and growing new accounts, adding new locations, and reactivation of lost, inactive accounts with a focus on multi-regional opportunities.
- Develops prospective leads. Pursues qualified, high-potential prospects aligning with value proposition in target industries.
- Primary account lead to a small number of existing accounts. Devotes time to developing and closing new locations for these types of accounts.
- Develops funnel of high-potential Strategic Account opportunities by working with Field Sales, Marketing and through individual research. Works with Director, Strategic Accounts to review and filter leads, giving precedence to well-qualified prospects.
- Outlines Field Sales and Strategic Accounts support roles and responsibilities in full solution sale to prospect accounts. May bring in Field Sales management to help close deals.
- Develops pricing structures that are competitive based on market data and needed to win new business and expand existing won accounts Works closely with pricing to develop pricing strategy, keeping Field Sales informed and using field intelligence to modify pricing plans.
- Works closely with Director, Strategic Accounts, Legal, Finance and Pricing to review potential contract terms, incorporating District Sales Manager feedback into final contracts. Works closely with all Field Sales Managers affected by new contracts to ensure understanding of contract terms.
- Assesses customer needs and makes recommendations for solutions through Lawson product offerings.
- Maintains contacts and develops relationships with key decision makers at prospective accounts.
- Works efficiently with a sales pipeline and follows up in a timely fashion with prospects and customers.
- Monitors competitive activity and industry trends to determine customer and market needs. Stays current on knowledge of existing and emerging competitors.
- Works closely with operations and marketing to develop on-site service and support, e-commerce and dedicated customer support solutions for prospect.
- Meets regularly and reviews account status with Field Sales Management to discuss account progress and needs. Monitors sales performance at account locations. Conducts quarterly and annual reviews with corporate offices and periodic site visits with Field Sales.
- Other duties as assigned.
Qualifications & Requirements:
- High school degree required, bachelor's degree preferred, with 5 years of strategic account experience, preferably in the MRO industry, or an equivalent combination of education and experience.
- Stellar interpersonal communication, active listening, customer focus, and problem-solving skills are required.
- Strong analytical skills with the ability to utilize data to solve issues and improve sales
- Background in direct sales roles, MRO industrial distribution is beneficial, with proven experience in closing large/national accounts, managing a sales territory, and building/developing new and repeat business.
- Knowledge of products, pricing, Lawson programs, strategic accounts, and market competitors
- A driven influencer with the ability to self-start and work independently
- Willingness to work from a home-office environment
- Proficiency with personal computers and having computer skills to meet administrative needs: Power Point and other Microsoft Office products
- Ability to lift 50 pounds
- A vehicle, a valid driver's license, a clean driving record, and the ability to obtain and maintain vehicular insurance as required by policy
The targeted salary range for this role is $125,000 - $132,500 and a TTC of $178,571 to $189,286.
Lawson Products is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.
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Distribution Team