Lawson Products Government Sales Account Manager in Phoenix, Arizona
Government Sales Account Manager
Country: United States
Job ID: 11415
Government Sales Account Manager-This position will cover the AZ and NM area. We will only consider candidates who live in Arizona.
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 are looking for a Government Sales Account Manager (GSAM) responsible for achieving sales quota by establishing and maintaining state and local government, education, and federal civilian business in a designated state(s). This role identifies opportunities for growth with prospective and existing accounts and nurtures critical account relationships, integrating key account stakeholders when necessary.
The role is responsible for vetting and guiding the strategy for bid/proposal responses involving public sector agencies in their territory.
We offer a competitive benefits package that includes vision, dental, medical and retirement benefits, as well as a paid holiday and PTO package.
Identifies and pursues contractual and non-contractual growth opportunities; evaluates Lawson's fitness with bid/proposal opportunities in the territory.
Meets quotas and other KSOs for profitable sales volume and growth in assigned territory.
Establishes and maintains productive and mutually beneficial relationships within customer accounts, both at the department/operational level and at the procurement/contracting and finance level.
Cultivates sales at the highest levels of procurement within an agency or state, leading the specification, quotation, and sourcing process from start to close.
Communicates activities within the territory with all pertinent sales and sales management personnel. Works closely with field sales personnel to ensure service needs for accounts requiring VMI service are consistently met over the life of the account.
Coordinates the involvement of cross-functional personnel (e.g. government sales operations, field sales, pricing, specials, management, cooperative partners, etc.) to meet account performance objectives and customer expectations.
Builds and ensures sales plans are executed within the given accounts and regions; maintains a robust and healthy pipeline of opportunities and current accounts.
Assesses, clarifies, and validates customer needs proactively on an ongoing basis; delivers ABRs and QBRs where required by the customer or recommended.
Performs business intelligence reporting and analysis at the account, district and region levels and identifies clear action plans to address opportunities and challenges.
Acts as a coach and is able to educate field sales counterparts (e.g. District Sales Managers and sales representatives) on their role and involvement in the public procurement process and government sales cycle.
Other duties as assigned.
Qualifications & Requirements:
Associate's Degree required, Bachelor's degree preferred, with 5 to 10 years of sales experience selling to public or private procurement professionals, or an equivalent combination of education and experience.
MRO (maintenance, repair and operation supplies) or similar industry experience preferred.
Key account management experience calling on procurement/contracting preferred.
Must reside in the assigned territory. Need to specify which territory.
Results-driven, self-motivated, possessing a high energy level, and a desire to win/exceed sales goals and objectives.
Possesses a positive, helpful, collaborative, and team-oriented attitude.
Proven ability to prioritize and execute many responsibilities; demonstrates excellent time management and organizational skills.
Experience using a consultative sales process and the ability to coach others on how to do the same. Curiosity and the ability to ask the right questions is a must.
Ability to pull sales information and analyze data from Lawson's data systems, such as SAP and Power BI.
Experience calling on private or public procurement professionals at both the operations and office levels.
Ability to lead by influence and motivation vs. direct command, working in a matrixed sales organization.
Possesses the business acumen to position Lawson’s solutions and value proposition to our customers at all levels - from the "c-suite" to end-users, as well as the ability to articulate business drivers, financial performance, and total cost of ownership concepts. Strong critical thinking, analytical and problem-solving skills are key.
Excellent customer service and sales skills, with the ability to identify individuals who can initiate an order or influence a buying decision, as well as the ability to listen, gain trust, and bring closure to an action, project, or transaction with customers.
Excellent written and verbal communication skills.
Experience in developing strategic plans and accurate forecasts for accounts.
Strong computer proficiency, including Microsoft Office, SAP, and Power BI.
Lawson Products is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.