The Strategic Account Manager – hospitality sales is responsible for maintaining and expanding relationships with strategically important large customers across all focus segments of Lowe's. This person must build and maintain long-term, mutually beneficial partnerships with key personnel in assigned strategic accounts. S/he will be the main point of contact for all national account matters and is required to understand the account's needs and collaborate with other internal functions to ensure that accounts succeed in achieving their business objectives. This person is also expected to bring in new business from existing national accounts by cross selling and/or upselling products/service offerings as well as bring new customers to the Lowe's organization.
Essential Functions:
- Responsible for the profitable sales and growth of national account
- Lead a joint strategic account planning process that focuses on mutual value creation and customer lifetime value over the short, mid, and long term.
- Understand customers’ long-term business goals, associated pain points, and identify suitable upselling and cross-selling opportunities and solutions. Develop and maintain solid, trusting relationships.
- Lead the implementation and solution development efforts that best address customer needs, while coordinating the involvement of all necessary internal partners
- Build relationship with strategic decision makers at customer organization and understand the internal organizational dynamics of strategic customers.
- Cultivate consulting relationships with customers, form customer relationships at multiple levels to provide good service, develop future business opportunities, and gain referrals.
- Execute successful contract renewals and negotiate pricing updates with strategic accounts when necessary.
- Conduct comprehensive account review at least quarterly with assigned strategic customers communicating progress towards achieving customers stated objectives
- Identify and coordinate the involvement of company personnel, including support, service, and management resources, to meet strategic account performance objectives.
- Coordinate post-sale follow-up activities, ensures that customers expectations are met
- Share leading / best practices and account trends / behaviors with rest of account management team and with account portfolio to ensure that the knowledge is leveraged
- Provide guidance to field sales leaders and representatives, globally, who also work with strategic customers on the execution of management of customer contract requirements
- Conduct job-related training to increase knowledge, consultation, negotiation, and sales skills; attends strategic and/or conduct development meetings with sales management.
- Represent the company at various trade associations and meetings to demonstrate and promote our products as well as understand and expand knowledge of account sector / vertical, business, strategic competitors and further expertise in specified business / industry.
- Complex account setup of management/ ownership groups for both Lowes and Lowes Pro Supply
- Monthly travel by plane can be expected.
Minimum Requirements:
- Bachelor's Degree - Business or related field or 4 years of relevant experience in lieu of degree
- 3-5 years relevant sales experience, including strategic global accounts in a business and/or account management organization.
- 3-5 years previous experience using computer programs; including the use of the CRM software, pipeline management and reporting system, and Microsoft Office.
- 3-5 years previous experience in selling in a long sales cycle with complex financial data and strong understanding of financials, profitability, and cash flow.
- 3-5 years working with Hotel Management Companies
- 3-5 years working in the Hospitality IndustryFormal Business Review experience
Preferred Qualifications:
- Preferred: 2-3 Years Hospitality National Account Experience or Hospitality GPO experience
Pay Range: $81,200.00 - $135,400.00 annually
Starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience. For information regarding our benefit programs and eligibility, please visit our benefits page.
Lowe's hourlyremoteassociates cannot reside in Alaska, California or Hawaii. Lowe's salariedremoteassociates cannot reside in Alaska or Hawaii.
Lowe’s is an equal opportunity employer and administers all personnel practices without regard to race, color, religious creed, sex, gender, age, ancestry, national origin, mental or physical disability or medical condition, sexual orientation, gender identity or expression, marital status, military or veteran status, genetic information, or any other category protected under federal, state, or local law.
Qualified applicants with arrest or conviction records will be considered for Employment in accordance with applicable laws, including the Los Angeles County Fair Chance Ordinance for Employers, the Los Angeles Fair Chance Ordinance, the San Francisco Fair Chance Ordinance, and the California Fair Chance Act.
Lowe’s believes that conviction records may have a direct, adverse, and negative relationship to the following job duties: accessing company property, assets, information and products; partnering, supervising, and regularly working with other Lowe’s employees; and adhering to and monitoring compliance and safety guidelines.
Pay Range: $81,200.00 - $135,400.00 annually Starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience. For information regarding our benefit programs and eligibility, please visit https://talent.lowes.com/us/en/benefits.
