Sr. Account Manager

Lowe's Home Centers•Kyle, TX

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 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 offices and jobsites to introduce product categories, promotional pricing, and product solutions and to close sales. This is an individual-contributor position with no direct people-management responsibilities. The position develops and manages customer portfolios through market research, prospecting, regular customer meetings, and consultative selling. It coordinates with Lowe’s district, regional, and store teams to provide products and services that support customer needs, and it integrates Lowe’s processes with customers’ accounting and business 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 with stores to fulfill orders.
Negotiate pricing and contract terms with customers to close sales.
Research district-level Pro customer opportunities and identify high-potential customers to pursue.
Develop account strategies using relevant customer and account information.
Coordinate with District Managers and Store Managers to provide products and services that increase Pro sales.
Meet with senior purchasing decision makers for supplier reviews, planning and production meetings, 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 one to two weeks in advance.
Use consultative selling to understand customer needs and proactively schedule follow-ups for 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 solutions for Pro customers.
Provide weekly updates to the District Manager on sales, customer opportunities, wins, performance, and planned yearly sales.
Influence District and Store Managers regarding services and product availability to support specific customer needs.
Coordinate with district- and regional-based merchandising teams to ensure relevant products for managed accounts.
Communicate effectively with the Regional Pro Sales Director and Divisional Sales Director.
Research and analyze competitors’ services, Pro programs, and price ranges to identify trends and better serve customers.
Work with customers’ accounting and business operations practices to integrate processes between Lowe’s and customer purchasing and accounting systems.