Sr. Account Manager

Lowe's Companies, Inc.•Mesquite, TX

16d

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 customer jobsites and 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 position manages assigned and prospective customer accounts through research, sales calls, customer visits, account strategy, and coordination with Lowe’s district, store, merchandising, and regional teams. The Sr. Account Manager works with customers’ purchasing and accounting operations to align processes with Lowe’s systems and provides regular sales and opportunity updates to district leadership.

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 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 during customer meetings to close sales.
Research district-level Pro customer opportunities and identify the highest-potential customers to pursue.
Develop 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; 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 deliver effective customer solutions.
Update the District Manager weekly on sales, customer opportunities, wins, performance, and planned yearly sales.
Influence District and Store Managers on services and in-stock needs to support specific customers.
Coordinate with district- and regional-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 competitive services, Pro programs, and pricing to identify trends and better serve customers.
Integrate Lowe’s processes with customers’ accounting and business operations, purchasing, and accounting systems.