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Lawson Products Strategic Account Manager in Chicago, Illinois

Strategic Account Manager

City: Chicago

State/Province: IL

Country: United States

Division: Sales

Job ID: 12110

Strategic Account Manager – Waste Management

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 motivated Strategic Account Manager (SAM) responsible for targeting new strategic account opportunities in the waste management market while also managing large strategic accounts and ensuring high retention and penetration at established accounts. This role will eventually support between 10 - 15 existing strategic accounts while developing new accounts to replace those as they mature. The SAM will develop the account/lead, drive the ongoing corporate selling of the account, and support the regional sales team (Region Sales Directors (RSDs), District Sales Managers (DSMs) and Sales Representatives (Sales Reps) in an effort to convert and grow these locations.

We offer retirement benefits plus vision, dental and medical benefits, and a paid holiday and PTO package.

Responsibilities:

  • This role is the primary owner of the strategic account relationship, maintaining the most senior relationships and meeting regularly with key contacts to discuss customer needs and recent account performance.

  • Understands the operations and needs of the largest account locations, visiting these accounts as necessary.

  • Works closely with DSMs, Sales Reps, and the dedicated support resources to maximize new account wins, account retention and penetration.

  • This role is the main contract negotiator, supported by the Sr. Director, Strategic Accounts during contract development and negotiations.

  • Works closely with the Strategic Pricing team, the Segment Marketing team and the Strategic Accounts Implementation team to refine price strategies and proposals.

  • Supports and participates in equipment rental industry trade shows and association events on behalf of the company establishing themselves as an expert in the market.

  • Develops prospect leads within the equipment rental industry, pursuing qualified, high-potential prospects aligned with Lawson's value proposition - VMI / target industries.

  • Receives high-potential sales opportunities identified by DSMs. Works with Sr. Director, Strategic Accounts to review and filter leads, giving precedence to high-performing DSMs with well-qualified prospects. Works closely with DSM and Sales Rep team to create account development strategy and an account management plan.

  • May independently review current opportunities to determine potential and fit. If the SAM initiates a lead, the SAM will qualify the opportunity and review the lead with the top DSMs currently supporting the account.

  • Makes full-solution sales presentations to prospective accounts, outlining the benefits of the RSD, DSM, Sales Rep roles and responsibilities. May bring in RSDs and DSMs to help close the deal.

  • Works closely with internal support teams (operations, marketing, finance, etc.) to develop required solutions for prospects and customers.

  • Conferences regularly with DSMs and Sales Reps to discuss account progress and needs. Reviews monthly account progress with RSDs. Monitors Sales Rep performance at account locations.

  • Other duties as assigned.

Qualifications & Requirements :

  • High School degree required, Bachelor's degree preferred, with 5 years strategic account experience, preferably in the hardware industry, or an equivalent combination of education and experience.

  • Strong interpersonal communication skills and a customer focus are required attributes.

  • Background in direct sales roles to customers in industrial distribution is beneficial.

  • Background and experience in the equipment rental industry.

  • Active listening and solid problem-solving skills are required.

  • Frequent travel is required for this position.

  • Account Coverage: All sizes of Strategic Accounts, as well as prospects with the potential to be strategic.

  • Account Load: 10 - 15 accounts on average. The division of existing accounts focus versus the quota from new prospects will be defined by the Sr. Director of Strategic Accounts, with input from the Strategic Account Manager.

  • Quota: Incremental annual sales for the portfolio expected to be in the $500K - $1MM+ range.

Lawson Products is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.

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