Sr. Account Manager

Lowe's Companies, Inc.•Cookeville, TN

23h

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 generate sales gains. The position includes attending tradeshows and visiting jobsites and customer offices to introduce product categories, promotional pricing, and key product solutions and close sales. This is an individual-contributor role with no direct people-management responsibilities. The Sr. Account Manager manages assigned and prospective customer portfolios, researches opportunities, develops account strategies, negotiates pricing and contract terms, and coordinates with district, store, regional, and merchandising colleagues to provide solutions for customers. The role also works to align Lowe’s processes with customers’ purchasing and accounting systems.

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 portfolios through market research, cold calling, lead follow-up, and regular customer meetings at businesses, jobsites, and tradeshows.
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-level Pro customer opportunities and identify high-opportunity customers to pursue.
Gather account information and develop effective strategies for assigned accounts.
Work with District Managers and Store Managers to provide services and products that increase Pro sales for customers.
Meet with senior customer purchasing decision-makers for supplier reviews, planning and production meetings, 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; 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 customer solutions.
Provide the District Manager with weekly updates on sales, customer opportunities, wins, performance, and planned yearly sales.
Influence district and store managers regarding services and in-stock needs to support specific customers.
Coordinate with district- and regional-based merchandising teams to ensure appropriate products for managed accounts.
Communicate with the Regional Pro Sales Director and Divisional Sales Director.
Research and analyze competitors’ services, Pro programs, and pricing to identify trends and better serve customers.
Integrate with customer accounting and business operations practices to align Lowe’s processes with customer purchasing and accounting systems.