Area Commercial Acct Spec Job in Barboursville, West Virginia US
Area Commercial Acct Spec
The primary purpose of this position is to increase Commercial Sales using a targeted approach. The ACAS is expected to manage approximately 100 commercial accounts, including assigned accounts, as well as new accounts this position is required to secure. The ACAS develops, grows, and manages relationships with larger regional businesses, home offices, branches of national customers and existing business accounts to secure additional commercial sales. This sales responsibility requires a minimum of 85% of the position?s time to be spent at customer job sites and business locations meeting with and further developing business customer relationships to obtain additional sales. No more than 15% of the position?s time is spent at company locations working collaboratively with commercial sales teams to develop existing assigned accounts and cultivate new business account leads. The incumbent will act as a sales expert for supporting and providing feedback on new programs designed to increase sales. This position is also responsible for effectively communicating with and actively involving the Regional Sales Director, Divisional Commercial Sales Director, District Managers, Store Managers, Sales Manager and Commercial Sales teams in their assigned district. Essential Functions and Responsibilities: 1. Works on assigned business accounts by calling them, engaging customers through visits / meetings at their place of business or jobsite, making sales proposals, developing estimates, drafting bids, and determining customer needs for product and services. In addition, the ACAS is responsible for scheduling on-going follow-up on sales. 2. Sells to large and regional national account customers in their assigned district. Communicates sales performance to District Manager and Store Management and helps analyzes potential causes for shortcomings, and implements strategies to optimize sales and profit margins. 3. Interacts with the District Managers and Sales Managers in order to support and implement the District Commercial Accounts Government Specialist program in their assigned area to increase incremental commercial sales growth. 4. Communicates with Sales Managers in their assigned district to determine new sales opportunities through analysis of store?s Relationship Accounts, national accounts listing, realtor listing and public relations listings on CBM. This provides a stream of additional business customer leads that the ACAS is responsible to call on, visit/meet, introduce services, and increase sales. 5. Maintains knowledge of industry standards for commercial services and products. Responsible for researching the market to ascertain competitive service levels and price ranges in order to develop sales proposals and bids. 6. Must have an understanding of the government and Department of Defense sales cycle and must have a working knowledge FAR and DFAR. 7. Must be familiar with GSA Schedules as both a marketing tool and an acquisition vehicle. 8. Communicates issues and opportunities for products used by commercial customers to merchandising or the commercial team in order to customize sales opportunities and source desired products in the market. 9. Serves as a representative at appropriate government focused sales events. POSITION REQUIREMENTS ? Successfully complete all required training. ? Must have a complete and thorough understanding of the retail sales industry as well as a special focused understanding of the commercial business industry. ? Must have a complete and thorough understanding of the government procurement process, including knowledge of all possible acquisition strategies. ? Must be comfortable with giving sales presentations to various groups, including potential customers and internal executive management. ? Must be able to read computer screen and printed reports. ? Must be able to communicate orally and with written/printed reports. ? Must be able to use Microsoft Office Suite programs and Microsoft Outlook ? Must be able to use typical office machines (phone, fax, etc.) ? Basic mathematical skills for calculating gross profit margin. ? Basic mathematical skills for performing job / material quantity estimating. ? Must be able to review bid proposals and identify compliance issues. ? Must have thorough understanding of Lowe?s pricing policy. ? Knowledge of company mission, purpose. ? Comply with all safety procedures. ? Comply with company expense guidelines. PREFERRED QUALIFICATIONS ? 4-year degree in Business and 4 to 6 years relevant professional/sales experience or 6 to 10 years of relevant professional/sales experience. ? A proven track record of successfully selling commercial products and services to the government at all levels. ? Prior experience as a government procurement officer or contracting official strongly desired and/or prior procurement experience with one of the military branches of the government (i.e., Army, Navy, Air Force). ? Effective oral and written communication skills. ? Ability to handle multiple tasks simultaneously. ? Excellent time management/organizational skills. ? Strong leadership skills. ? Required travel ? ability to travel using personal vehicle to current and potential customers in the district. With fiscal year 2011 sales of $50.2 billion, Lowe?s Companies, Inc. is a FORTUNE® 50 company that serves approximately 15 million customers a week at more than 1,745 home improvement stores in the United States, Canada and Mexico. Founded in 1946 and based in Mooresville, N.C., Lowe?s is the second-largest home improvement retailer in the world. For more information, visit Lowes.com.