Sr. Account Manager

Lowe's Companies, Inc.•Amarillo, TX

16d

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 Pro customers. The role builds relationships with larger Pro customers and deploys product and account-management solutions to increase sales. The position involves attending trade shows and visiting customer offices and jobsites 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 the maintenance, repair, operations, construction, home improvement, or property maintenance industry.

Responsibilities

Drive Pro sales for assigned and prospective customer portfolios through market research, cold calling, lead generation, and regular customer meetings at places of business, jobsites, and trade shows.
Schedule and conduct 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 Pro customer opportunities and identify the highest-potential customers to pursue.
Gather relevant information and develop effective strategies for assigned accounts.
Work with District Managers and Store Managers to provide products and services that increase Pro sales for customers.
Meet with senior purchasing decision-makers to conduct supplier annual reviews, coordinate and lead quarterly and annual planning and production meetings, hold vendor-specific trade shows, and participate in vendor approval meetings.
Make 12–15 sales calls each week to review products, production and planning schedules, delivery timing, and new product introductions; schedule calls 1–2 weeks in advance.
Use consultative selling to understand customer needs and proactively follow up 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.
Update the District Manager weekly on sales and customer opportunities, wins, performance, and yearly planned sales.
Influence District and Store Managers regarding services and in-stock availability to address specific customer needs.
Work with district- and regional-based merchandising teams to ensure products are relevant to managed accounts.
Communicate effectively with the Regional Pro Sales Director and Divisional Sales Director.
Research and analyze the market, including competitive services, Pro programs, and price ranges, to identify trends and better serve customers.
Integrate with customer accounting and business operations practices to support processes between Lowe’s and customer purchasing and accounting systems.