Sr. Account Manager

Lowe's Companies, Inc.•Kyle, TX

About The Position

The Sr. Account Manager drives sales among Lowe's largest regional Pro customers at a faster rate than the broader Lowe's Pro customer base. The role builds relationships with large Pro customers and deploys product and account management solutions to increase sales. The Sr. Account Manager also attends trade shows and visits jobsites and customer offices to introduce product categories, promotional pricing, and key product solutions and to close sales. This 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 follow-up, and regular meetings with clients at their 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 Pro customer opportunities and identify the highest-potential customers to pursue.
Develop effective sales strategies for assigned accounts using relevant account information.
Work cross-functionally with District Managers and Store Managers to provide services and products that increase Pro sales for customers.
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 board-of-director 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 for sales opportunities.
Build strong 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 yearly sales.
Influence District and Store Managers regarding services and in-stock needs to support specific customer requirements.
Work with district- and region-based merchandising teams to ensure the right products are available for managed accounts.
Communicate effectively with the Regional Pro Sales Director and Divisional Sales Director.
Research and analyze the market, including competing services, Pro programs, and price ranges, 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.