Position Summary:
The primary purpose of this role is to drive sales for Lowe’s largest regional pro customers at a faster rate than the general populace of Lowe’s pro customers. This will be accomplished by building relationships with larger Pro customers and leveraging opportunities to deploy product and account management solutions, resulting in sales gains. Additionally, the Pro Sales Manager will attend tradeshows, conduct jobsite/customer office visits in an effort to introduce more product categories, promotional pricing, key product solutions and close sales.
Key Responsibilities:
- Works cross functionally with district and regional based merchandising team members to ensure the proper and most relevant products related to their managed account customers.
- Conducts 12-15 sales calls each week to review products, production schedules, planning schedules, delivery timing and new product introductions; ensuring these sales calls are scheduled 1-2 weeks in advance.
- Schedule regular visits to worksites to determine to identify if additional product is needed, take order, work with store to fulfill the order.
- Integrates with customer’s accounting and business operations practices to best support and integrate processes between Lowe’s and customer’s purchasing and accounting systems.
- Works cross-functionally with District Managers and Store Managers to bring the services and products needed to increase pro sales, with each of the PSMs customers.
- Applies a consultative selling strategy to understand the needs of the customer and apply a proactive selling approach when scheduling on-going follow-ups with sales opportunities.
- Builds strong working relationships with District Managers, Store Managers, Regional Vice Presidents.
- Meets the highest level purchasing decision makers to conduct supplier annual reviews, coordinate and lead quarterly and annual planning and production meetings, hold vendor specific trade shows, board of director vendor approval meetings, etc.
- Researches and analyzes the market to ascertain competitive service levels, Pro programs, and price ranges in order to leverage trends and better serve customers.
- Works with assigned accounts and pulls together all relevant information to create an effective strategy to deploy for their assigned accounts.
- Drive Pro sales for assigned and Prospect portfolio of customers by conducting market research, cold calling, following through on lead generation, meeting with clients/customers on a regular basis in their place of business, jobsites and tradeshows.
- During customer meetings, negotiate pricing and contract terms in order to close sales.
- Influences the District Manager and store managers in regards to service levels and in stock levels needed to assist specific customer needs.
- Conducts district level research of pro customer opportunities to find the highest opportunity customers to pursue.
- Communicates effectively with Regional Pro Sales Director and Divisional Sales Director.
- Updates District Manager on a weekly basis in regards to sales and customer opportunities, wins and sales performance, including yearly planned sales.
- Uses all relevant selling tools, selling programs and fulfillment channels to bring the most effective solutions that will most benefit their pro customer.
Required Education & Experience:
- Experience selling products and services to strategic accounts and/or Business to Business selling
- Bachelor’s Degree in Business or related field and 4+ years relevant professional sales experience OR 8+ years relevant professional sales experience in lieu of degree
- Working knowledge of Microsoft Office including Excel, Teams
- Experience with CRM technology
- Sales experience in the maintenance, repair, operations, construction, home improvement, or property maintenance industry
- Strong communications skills to interact with customer accounts