Sr. Account Manager

Lowe's Companies, Inc.•Brooksville, FL

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. 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 role with no direct people-management responsibilities. The Sr. Account Manager manages an assigned and prospective customer portfolio, develops account strategies, conducts customer and market research, and works with district, store, regional, and merchandising teams to deliver relevant products and services. The role also coordinates customer planning and supplier-review meetings, negotiates pricing and contract terms, analyzes competitive offerings, and supports integration between Lowe’s and customer purchasing and accounting processes.

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 across assigned and prospective 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 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.
Develop effective strategies for assigned accounts using relevant customer and account information.
Work cross-functionally with District Managers and Store Managers to provide products and services that increase Pro sales.
Meet with senior purchasing decision makers; conduct supplier annual reviews; coordinate and lead quarterly and annual planning and production meetings; and hold 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 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 on services and product availability to address specific customer needs.
Work with district- and regional-based merchandising teams to ensure managed accounts have relevant products.
Communicate effectively with the Regional Pro Sales Director and Divisional Sales Director.
Research and analyze competitive services, Pro programs, and price ranges to identify market 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.