Sr. Account Manager

Lowe's Companies, Inc.•Omaha, NE

10d

About The Position

The Sr. Account Manager drives sales among Lowe’s largest regional Pro customers at a faster rate than the broader Pro customer base. The role builds relationships with large Pro customers and deploys product and account-management solutions to generate sales growth. 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. The Sr. Account Manager manages an assigned and prospective customer portfolio, researches market opportunities, develops account strategies, and works across district, store, regional, and merchandising teams to provide relevant products and services. The role uses consultative selling, pricing and contract negotiations, customer planning and review meetings, and Lowe’s selling and fulfillment resources to support customer needs and increase Pro sales.

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 accounts through market research, cold calling, lead follow-up, and regular customer meetings at businesses, jobsites, and trade shows.
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 high-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 reviews, lead quarterly and annual planning and production meetings, hold vendor trade shows, and participate in 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 selling to understand customer needs and proactively schedule follow-ups on sales opportunities.
Build working relationships with District Managers, Store Managers, and Regional Vice Presidents.
Use 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, performance, and planned annual sales.
Influence District and Store Managers regarding services and in-stock needs to support specific customer requirements.
Coordinate with district- and region-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 competitors’ services, Pro programs, and price ranges to identify trends and better serve customers.
Integrate with customers’ accounting and business operations practices to align processes between Lowe’s and customer purchasing and accounting systems.