Sr. Account Manager

Lowe's Home Centers•Cookeville, TN

About The Position

The Sr. Account Manager drives sales for Lowe’s largest regional Pro customers at a faster rate than the general population of Lowe’s Pro customers. The role builds relationships with larger Pro customers and deploys product and account-management solutions to increase sales. The position also involves attending trade shows and visiting jobsites and customer offices to introduce product categories, promotional pricing, and product solutions and to close sales. It is an individual contributor role with no direct people-management responsibilities.

Requirements

Bachelor’s degree in business or a related field, or equivalent experience.
3–5 years of relevant professional sales experience.
Experience selling products and services to strategic accounts and/or in business-to-business sales.
Experience with CRM technology.

Nice To Haves

Sales experience in maintenance, repair, operations, construction, home improvement, or property maintenance.

Responsibilities

Drive sales for assigned and prospective Pro customer portfolios through market research, cold calling, lead follow-up, regular customer meetings, jobsite visits, and trade shows.
Schedule regular worksite visits to identify additional product needs, take orders, and coordinate order fulfillment with stores.
Negotiate pricing and contract terms during customer meetings to close sales.
Research district-level Pro customer opportunities and identify high-opportunity customers to pursue.
Develop strategies for assigned accounts using relevant customer and account information.
Work with District Managers and Store Managers to coordinate products and services that support customer needs and increase Pro sales.
Meet with senior purchasing decision-makers for supplier reviews, planning and production meetings, vendor trade shows, and vendor approval meetings.
Conduct 12–15 sales calls per week to review products, production and planning schedules, delivery timing, and new product introductions; schedule calls 1–2 weeks in advance.
Use consultative and proactive selling approaches to understand customer needs and schedule ongoing follow-ups on sales opportunities.
Build working relationships with District Managers, Store Managers, and Regional Vice Presidents.
Use relevant selling tools, programs, and fulfillment channels to provide effective customer solutions.
Provide weekly updates to the District Manager on sales, customer opportunities, wins, performance, and planned annual sales.
Influence District and Store Managers on services and in-stock needs to support specific customers.
Coordinate with district- and regional-level merchandising teams to ensure appropriate products for managed accounts.
Communicate with the Regional Pro Sales Director and Divisional Sales Director.
Research and analyze competitive services, Pro programs, and pricing to identify trends and better serve customers.
Integrate Lowe’s processes with customers’ accounting, business operations, purchasing, and accounting systems.