Sr. Account Manager

Lowe's Home Centers•Amarillo, TX

About The Position

The Sr. Account Manager drives sales growth among Lowe’s largest regional Pro customers by building customer relationships and deploying product and account-management solutions. The role includes attending trade shows and visiting customer offices and jobsites to introduce product categories, promotional pricing, and product solutions and to close sales. It is an individual contributor role with no direct people-management responsibilities. The Sr. Account Manager manages and develops an assigned and prospective customer portfolio, researches opportunities, and works with Lowe’s district, store, regional, and merchandising teams to deliver relevant products and services. The role also develops account strategies, negotiates pricing and contract terms, conducts regular customer sales calls and planning meetings, and integrates Lowe’s processes with customer purchasing and accounting operations.

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 trade shows.
Visit worksites to identify additional product needs, take orders, and coordinate 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 effective strategies for assigned accounts using relevant customer and account information.
Work cross-functionally with District Managers and Store Managers to provide services and products 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 weekly 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 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 effective customer solutions.
Update the District Manager weekly on sales and customer opportunities, wins, performance, and planned yearly sales.
Influence District Managers and Store Managers regarding services and product availability to address specific customer needs.
Partner with district- and region-based merchandising teams to ensure managed accounts have appropriate products.
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 with customers’ accounting and business operations practices to support processes between Lowe’s and customer purchasing and accounting systems.