What are the responsibilities and job description for the ESS Sales Specialist position at Lawson Products?
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. Emergent Safety Supply, a Lawson company, brings relationship-based business to the safety industry.
We’re looking for a Sales Specialist who will maximize sales of safety products in the assigned territory through direct selling to and servicing of identified customers within targeted markets. This individual will identify opportunities to gain new customers, while expanding existing business, to achieve planned sales volume.
This role will work from a home office and will travel approximately 50% of the time to customers located primarily in the Chicago metropolitan area. Living in the assigned geographic region is required. We offer 401k plus vision, dental and medical benefits, as well as paid holidays.
Responsibilities:
- Responsible for profitable revenue growth through new targeted customer growth, further penetration of existing customers and customer retention. Sustains high sales achievement.
- Ensures high customer satisfaction, positive long-term relationships and repeat business.
- Executes the “Sales Process” to determine and meet customer’s wants and needs.
- Communicates directly with customers, using persuasive sales techniques, to provide information about ESS and our full line of safety products.
- Ensures clients are satisfied with the organization's product and services, resolving escalated issues.
- Identifies new customer opportunities and key decision-makers.
- Makes presentations to key decision-makers using the appropriate tools to develop an understanding of the value proposition, focusing on quality, productivity and profitability.
- Answers customers' questions, making appropriate referrals where required. Resolves customer complaints by investigating problems, developing solutions, and making recommendations. Following a sale, becomes the primary point of contact for the client.
- Develops broad general knowledge of ESS' policies and safety products.
- Works closely with internal support teams (operations, marketing, finance, etc.) to develop required solutions for prospects and customers.
- Identifies and escalates cross-selling or upselling opportunities.
- Maintains professional and technical knowledge by attending educational training, reviewing professional publications, establishing personal networks, and participating in professional societies.
- Other duties as assigned.
Qualifications & Requirements:
- High school diploma, GED, or equivalent, with at least 5 years of experience in the sales field or a related area, or a combination of education and experience. Requires a broad knowledge of Safety industry policies and products, and familiar with the standard concepts, practices, and procedures within the Safety industry. Stable work history.
- Strong interpersonal communication, active listening, customer focus, and solid problem-solving skills.
- Ability to sell at all levels in a customer organization.
- Proven experience in developing new business, building repeat business, and managing a sales territory.
- Excellent relationship-building skills. Ability to establish and create relationships at all levels with customers and prospect organizations.
- Knowledge of safety products, pricing, Lawson programs, and market competitors.
- Excellent customer service skills.High-level presentation and communication skills, with the ability to provide demonstrations to customers and prospects.
- Proven sales closing skills.
- Ability to self-start and work independently.
- Proficiency with personal computers, with appropriate skills to meet administrative needs: PowerPoint and other Microsoft Office products.
- Desire to develop skills to support growth in the role.
- Willingness to work from a home-office environment and travel 50% of the time.
- Ability to lift 50 pounds.
- Must possess a valid driver's license, a clean driving record, and the ability to obtain and maintain vehicular insurance as required by policy.
Lawson Products is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.