Sr. Account Manager

Lowe's Home Centers•Shreveport, LA

About The Position

The Sr. Account Manager drives sales among Lowe’s largest regional Pro customers at a faster rate than the general Pro customer population. The role builds relationships with larger Pro customers and deploys product and account-management solutions to increase sales. It includes attending tradeshows and visiting customer offices and jobsites to introduce product categories, promotional pricing, and product solutions and to close sales. This is an individual-contributor position with no direct people-management responsibilities. The Sr. Account Manager develops and executes strategies for assigned and prospective customer accounts, identifies high-opportunity customers through market and district research, and works with Lowe’s district, store, merchandising, and regional teams to deliver products and services. The role also coordinates customer planning and supplier-review meetings, analyzes competitors and market trends, and supports integration between Lowe’s and customer purchasing and accounting operations.

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 Pro sales for assigned and prospective customer portfolios through market research, cold calling, lead follow-up, and regular customer meetings at business locations, jobsites, and tradeshows.
Visit worksites to identify additional product needs, take orders, and coordinate order fulfillment with stores.
Negotiate pricing and contract terms with customers to close sales.
Research district-level Pro customer opportunities and identify the highest-potential customers to pursue.
Develop effective account strategies using relevant information about assigned customers.
Partner with District Managers and Store Managers to provide services and products that increase Pro sales.
Meet with senior customer purchasing decision-makers; conduct supplier annual reviews; coordinate and lead quarterly and annual planning and production meetings; and hold vendor-specific tradeshows and vendor approval meetings.
Conduct 12–15 sales calls each week to review products, production and planning schedules, delivery timing, and new product introductions, scheduling calls 1–2 weeks in advance.
Use consultative selling to understand customer needs and proactively 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 solutions for Pro customers.
Provide weekly updates to the District Manager on sales, customer opportunities, wins, sales performance, and planned annual sales.
Influence District and Store Managers on services and in-stock needs to support specific customer requirements.
Work with district- and region-based merchandising teams to ensure managed accounts have appropriate and relevant products.
Communicate effectively with the Regional Pro Sales Director and Divisional Sales Director.
Research and analyze competitors’ services, Pro programs, and pricing to identify trends and better serve customers.
Integrate with customers’ accounting and business operations practices to support processes between Lowe’s and customer purchasing and accounting systems.