Sr. Account Manager

Lowe's Home Centers•Mesquite, TX

14d

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 larger Pro customers and deploys product and account-management solutions to increase sales. It includes attending trade shows and visiting jobsites and customer offices 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 role manages assigned and prospective customer accounts through market research, lead generation, cold calling, regular customer meetings, and consultative selling. It coordinates with Lowe’s district, store, regional, and merchandising teams to deliver products and services that meet customer needs, and works with customers’ accounting and business operations practices to integrate purchasing and accounting processes. The position requires frequent customer and jobsite visits, regular reporting on sales performance and opportunities, and analysis of competitive services, programs, and prices.

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 customer businesses, jobsites, 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-potential customers to pursue.
Develop strategies for assigned accounts using relevant customer and account information.
Collaborate with District Managers and Store Managers to provide products and services that increase Pro sales for managed customers.
Meet with senior purchasing decision-makers; conduct supplier annual reviews; coordinate and lead planning and production meetings; and organize vendor trade shows 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 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.
Update the District Manager weekly on sales and customer opportunities, wins, performance, and planned annual sales.
Influence district and store managers regarding services and in-stock needs to address specific customer requirements.
Coordinate with district- and region-based merchandising teams to ensure relevant products are available for managed accounts.
Communicate effectively with the Regional Pro Sales Director and Divisional Sales Director.
Research and analyze markets, competitive services, Pro programs, and price ranges to identify trends and better serve customers.
Integrate Lowe’s processes with customers’ accounting, business operations, purchasing, and accounting systems.