Sr. Account Manager

Lowe's Companies, Inc.•Shreveport, LA

About The Position

The Sr. Account Manager drives sales for Lowe’s largest regional Pro customers at a faster rate than the general Pro customer population. 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 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 portfolios through research, lead generation, regular customer meetings, consultative selling, pricing and contract negotiations, and account planning. It works cross-functionally with district, store, regional, and merchandising colleagues to align products and services with customer needs and uses relevant selling tools, programs, and fulfillment channels. The role also tracks and communicates sales performance and opportunities and integrates Lowe’s processes with customers’ accounting and business operations 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 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 customers through market research, cold calling, lead generation, and regular customer meetings at customer 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 high-opportunity customers to pursue.
Develop strategies for assigned accounts by gathering relevant customer information.
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 for supplier reviews, planning and production meetings, vendor trade shows, and vendor approval meetings.
Conduct 12–15 sales calls each week covering 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 selling tools, programs, and fulfillment channels to provide effective solutions for Pro customers.
Update the District Manager weekly on sales, customer opportunities, wins, performance, and planned annual sales.
Influence District and Store Managers on services and product availability to address specific customer needs.
Coordinate with district- and regional-based merchandising teams to ensure managed accounts have relevant products.
Communicate effectively with the Regional Pro Sales Director and Divisional Sales Director.
Research and analyze competitors’ services, Pro programs, and prices to identify trends and better serve customers.
Integrate with customer accounting and business operations practices to align Lowe’s and customer purchasing and accounting systems.