Sr. Account Manager

Lowe's Home Centers•Reno, NV

About The Position

The Sr. Account Manager drives sales growth among Lowe’s largest regional Pro customers at a faster rate than the broader 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 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 market research, prospecting, regular customer meetings, and consultative selling. It coordinates with district and store teams to provide products and services that support customers’ needs, and works to integrate Lowe’s processes with customers’ purchasing and accounting practices.

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 business-to-business selling.
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 customers through market research, cold calling, lead follow-up, and regular customer meetings at business locations, 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 account strategies using relevant information about assigned customers.
Work with District Managers and Store Managers to provide products and services that increase Pro sales for managed customers.
Meet with senior purchasing decision makers to 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 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 suitable solutions for Pro customers.
Update the District Manager weekly on sales and customer opportunities, wins, sales performance, and yearly planned sales.
Influence District and Store Managers on services and in-stock needs to support specific customers.
Collaborate with district- and regional-based merchandising team members to ensure relevant products are available for managed accounts.
Communicate effectively with the Regional Pro Sales Director and Divisional Sales Director.
Research and analyze the market, including competitive 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.