Representative - Outside Sales (Retrofit Lighting/ Lighting & Controls)

Wesco•Phoenix, AZ

2d•$66,477 - $106,363•Hybrid

About The Position

As a Representative - Outside Sales, you will be responsible for developing new prospects and interacting with assigned customers to increase sales and margin of the company's products and/or services, with a primary focus on turnkey lighting controls and retrofit solutions, including commercial and industrial lighting upgrades. Your primary focus will be face-to-face selling and account management activities to meet sales revenue by assessing customer needs and suggesting appropriate products, services and/or solutions including bundled product and labor solutions in a project-based sales environment. You will be expected to engage with all levels of the customers’ organizations including technical, operations, supply chain and executive management. You may be required to develop and deliver sales bids, presentations, proposals and/or product demonstrations supporting complex, multi-phase lighting projects with extended sales cycles.

Requirements

Valid Driver’s License, with a satisfactory driving record required
High School Degree or Equivalent required
Prior sales experience required, outside sales preferred
Ability to travel to current and potential clients and suppliers
Ability to work flexible schedule and occasional overnight travel
Excellent sales and negotiation skills
Ability to develop and deliver presentations including technical and financial proposals tied to ROI, energy savings, and project payback.
Strong interpersonal skills
Effective communicator both written and verbally
Ability to work in team environment collaborating with cross-functional teams including audit, engineering, and operations to deliver turnkey solutions.
Strong Microsoft Office Suite skills
Ability to travel 50% - 75% of the time

Nice To Haves

Bachelor’s Degree is preferred
Two years of industry experience preferred with strong preference for lighting, lighting controls, electrical distribution, or energy/retrofit project sales experience.
Knowledge of advertising and sales promotion techniques (Preferred)
Knowledge of energy rebate programs, utility incentives, and consultative sales techniques preferred.
Experience managing longer, complex sales cycles involving multiple stakeholders preferred.

Responsibilities

Assess customer needs and suggest products, services and/or solutions including LED upgrades, lighting retrofits, and lighting controls solutions and ensure a smooth sales process.
Executes on billing margin initiatives through value added services, marketing programs, and supplier engagement with an emphasis on driving higher-margin, project-based solutions rather than transactional product sales.
Executes on billing margin initiatives through value added services, marketing programs, and supplier engagement.
Prospects potential customers, including cold calling and developing leads through referral channels targeting end users, facility managers, contractors, and commercial or industrial accounts.
Communicates with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs including LED upgrades, lighting retrofits, and lighting controls solutions.
Demonstrates the functions and utility of products or services to customers based on their needs while effectively communicating technical value, ROI, and energy savings opportunities.
Ensures customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post-sale including through project execution and completion phases.
Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest including energy efficiency technologies and rebate-driven opportunities.
Utilizes sales management tools for sales planning, supplier planning and documenting opportunities.
Develops and grows product knowledge through Wesco and supplier training.
Develops strong relationships with suppliers, including performing regular joint sales calls with lighting manufacturers and controls partners.
Provides quotations directly or in conjunction with sales support team including project-based proposals that bundle material, labor, and installation services.