Sanford leads sales team

Jon Sanford has joined Michigan Retailers Association in the new position of vice president of sales and partner relations. The position was created as part of a larger reorganization of leadership positions at the Association and includes responsibilities formerly held by John Mayleben and Tom Tuggle.

Sanford, who started November 5, comes to MRA from the clinical laboratory industry, where he worked in sales and marketing for firms such as Lansing-based Laboratory of Clinical Medicine and British-based Smith-Kline Beecham (now GlaxoSmithKline). More recently he was sales manager for Biotech Clinical Laboratories in Farmington Hills.

In his new role overseeing MRA’s team of regional marketing representatives, Sanford sees himself as a coach and facilitator, and plans to use sales force automation to improve productivity.

“Sales is an art. Each person brings a unique set of talents and skills, and there are a lot of ways to be successful,” he explained. “As long as our reps are getting results, they can and should pursue sales based on their own strengths.”

He also seeks to bring the various talents together to create a team that is stronger and better because of the unique capabilities of each player.

His past successes, Sanford says, have come through understanding and valuing exceptional customer service. He believes this will help him both with MRA’s regional marketing reps and MRA members.

“Retailers and small businesses understand how crucial excellent customer service has become,” said Sanford. “MRA’s commitment to superior customer service is one reason I think this position will be a good fit.”

In addition to managing sales staff, Sanford will work with MRA’s network of community banks and trade associations, building business relationships that are mutually beneficial.

After commuting for years to metro-Detroit from Lansing, where he and his family are firmed rooted, Sanford was pleased to find a sales manager opportunity based in Lansing, although this position, too, will require regular travel around the state.

“I enjoyed working for small, locally based clinical labs, but over the years various firms have been acquired or been part of a merger, so that the companies I started with had become more regional than local,” explained Sanford. “As someone who is involved in my community, I prefer to work for an organization like MRA that values community involvement.”

Sanford and his wife are raising four children in Holt. He enjoys hockey and spent 20 years coaching youth hockey, working with every age group from kindergarteners through high school.