PURPOSE OF ROLE:
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.
RESPONSIBILITY STATEMENTS: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 tradeshowsSchedule regular visits to worksites to determine to identify if additional product is needed, take order, work with store to fulfill the order.During customer meetings negotiate pricing and contract terms in order to close sales.Conducts district level research of pro customer opportunities to find the highest opportunity customers to pursue.Works with assigned accounts and pulls together all relevant information to create an effective strategy to deploy for their assigned accountsWorks cross functionally with District Managers and Store Managers to bring the services and products needed to increase pro sales, with each of the PSMs customersMeets 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.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 advanceApplies 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 opportunitiesBuilds strong working relationships with District Managers, Store Managers, Regional Vice PresidentsUses all relevant selling tools, selling programs and fulfillment channels to bring the most effective solutions that will most benefit their pro customerUpdates District Manager on a weekly basis in regards to sales and customer opportunities, wins and sales performance, including yearly planned salesInfluences the District Manager and store managers in regards to service levels and in stock levels needed to assist specific customer needsWorks cross functionally with district and regional based merchandising team members to ensure the proper and most relevant products related to their managed account customersCommunicates effectively with Regional Pro Sales Director and Divisional Sales DirectorResearches and analyzes the market to ascertain competitive service levels, Pro programs, and price ranges in order to leverage trends and better serve customersIntegrates with customer's accounting and business operations practices to best support and integrate processes between Lowe's and customer's purchasing and accounting systems
REQUIRED EDUCATION/EXPERIENCE:Bachelor's Degree in Business or related fieldRelevant professional sales experienceRelevant professional sales experience in lieu of degreeExperience selling products and services to strategic accounts and/or Business to Business sellingStrong communications skills to interact with customer accounts
PREFERRED EDUCATION/EXPERIENCE:Sales experience in the maintenance, repair, operations, construction, home improvement, or property maintenance industry
Lowe's is an equal opportunity affirmative action employer and administers all personnel practices without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity or expression, marital status, veteran status, genetics or any other category protected under applicable law.
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