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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: 12111

Strategic Account Manager – Kent Dealer Groups

Kent Automotive services customers from a wide array of important industries. Customers ranging from collision and mechanical repair shops to OEMs depend on us to keep them stocked with the parts they need to keep their vehicles running. Kent Automotive also provides industry-leading tools, such as our PROS Profit Enhancement Tool®, to improve efficiency and profitability.

We’re looking for a motivated Strategic Account Manager (SAM) responsible for winning corporate-level agreements and managing the ongoing business relationship for large automotive dealer groups (20+ locations). This role will focus primarily on winning new customer agreements but will also ensure high retention and penetration at established accounts. 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 the effort to convert and grow these locations.

This position will have a direct focus on the Kent Automotive segment of our business. Experience in the dealership/service industry first and foremost and the automotive collision industry secondarily is a plus.

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 prospect and existing 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 account acquisition, 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 and the Strategic Accounts Implementation team to refine price strategies and proposals.

  • Develops prospect leads, pursuing qualified, high-potential prospects aligned with Kent'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 prospect/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 automotive 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 the automotive dealership market is beneficial.

  • 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: Growing to 10 - 15 accounts over time. 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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