Description
Position Overview:
The Commercial Account Manager is responsible for driving incremental sales growth and profitability through account relationships, specifically focusing on new business development. The CAM will monitor key performance indicators for assigned professional customers and meet or exceed financial performance to plan by working with the Senior Manager Outside Sales. CAMs review pertinent Pro customer satisfaction results to understand customers' perspectives and use the information to drive local decisions and strategies to improve competitive position.
Key Responsibilities:
• 10% - Cross-Functional Collaboration - Participate in district/regional meetings as needed. Communicate weekly activities with Senior Mgr, Outside Sales.
• 60% - Cultivate Net New Sales Relationships - Drive incremental sales growth by cultivating business relationships with assigned customer portfolios and prospecting to drive incremental sales growth. Partner with Pro Account Expeditor as a daily point of contact to drive an end-to-end quoting, ordering, and transaction experience for customers. Utilize local community events to continuously represent The Home Depot Pro brand and drive new business. Sell all products and services available from the enterprise, including Commercial Credit options, Volume Pricing Program, delivery, will call pickup, and website ordering. Establish effective partnerships with assigned customers by completing a minimum of 9 sales call appointments per week. Develop strategies focused on expanding customer base within defined sales territory. Produce new account revenue in line with current organization through individual targets/quotas.
• 10% - Customer Relationship Management - Utilize tableau to plan future sales call activity, manage ongoing customer communications, and maintain a healthy sales pipeline.
• 20% - Sales Prospecting - Conduct initial customer meetings and build relationships, selling The Home Depot value proposition and win opportunity to quote materials. Prospect for new business leveraging leads provided by internal Sales Development team as well as leads generated in the field via existing customer relationships, stores, and within the community.
Competencies:
• Action Oriented
• Being Resilient
• Persuades
• Builds Networks
• Communicates Effectively
• Customer Focus
• Drives Results
Skills:
• Working knowledge of Microsoft Office Suite
• Excellent written and verbal communication skills
• 5 years of professional work experience
• 2 years account management/outside sales management experience
• 2 plus years home improvement or home building industry experience
• Successful professional growth in a high paced retail environment
• Computer literacy with Microsoft Office programs
• Demonstrates a strong ability to create and cultivate an active network of relationships both inside and outside the organization
• Ability to leverage relationships to accomplish sales and profitability goals
• Deep understanding of Pro customer needs with a focus on fulfilling 100% of their product, credit, and performance requirements
• Determine how each customer would prefer to be served and tailor communications and customer-facing activities appropriately
• Strong leadership and negotiation skills; ability to persuade or influence others
• Excellent communication skills (verbal, written) and able to communicate globally
Direct Manager/Direct Reports:
Position reports to Senior Manager, Outside Sales
. No direct responsibility for supervising others
Travel Requirements:
Typically requires travel 20% to 50% of the time.
Physical Requirements:
Most of the time is spent sitting in the same position or standing/walking or there is some requirement to lift or handle material or equipment of moderate weight (8-20 pounds).
Hybrid Work:
Location Multisite
Working Conditions
Typically in a comfortable environment but with regular exposure to factors such as temperature extremes, moving machinery, loud noise, and fumes that cause noticeable discomfort or a moderate risk of accident or illness.
Minimum Education:
• The knowledge, skills and abilities typically acquired through the completion of a high school diploma and/or GED.
Preferred Education:
• Undergraduate degree in business or relevant field
Minimum Years of Work Experience:
• 2
Preferred Years of Work Experience:
• 5
Minimum Leadership Experience:
N/A
Preferred Leadership Experience:
N/A
Certifications:
N/A
