Senior Manager - Sales (Lighting Retrofits Controls and Solutions)

Wesco • Lemoyne, PA

14h • $116,525 - $145,656

About The Position

The Senior Manager – Sales (Lighting Retrofits Controls and Solutions) provides strategic direction and progressive leadership to achieve sales and profit goals across multiple locations or a large-scale location with sales revenue above $50 million or significant complexities. The position designs and recommends sales and marketing programs, sets short- and long-term sales strategies, and manages a team of direct reports who typically have managerial responsibilities.

The role leads business development and project-based sales for lighting retrofit, controls, and energy-efficiency solutions across assigned U.S. territories. It develops territory growth strategies, builds the sales pipeline, identifies opportunities, manages order intake, forecasts revenue, tracks performance and budgets, and cultivates customer relationships. The manager works with customers, suppliers, marketing, and internal departments to deliver customer value, attain sales and profit goals, and support a positive customer experience.

The position is an outside sales role. Work is generally performed in an office, with travel to customer sites or warehouse facilities as needed. Driving may involve extended periods with frequent stops and starts, and the employee may be exposed to outdoor weather conditions. Travel may be up to 50%.

Requirements

• High school degree or equivalent required.
• At least 3 years of experience managing a sales team and sales programs.
• At least 5 years of professional sales experience in a related industry.
• Working knowledge of business and management principles, including strategic planning, resource allocation, and coordination of people and resources.
• Demonstrated understanding and execution of customer and personal service principles and processes, including assessing customer needs, meeting service quality standards, and evaluating customer satisfaction.
• Strong verbal, written, analytical, persuasion, and interpersonal skills.
• Ability to demonstrate teamwork, leadership, and flexibility.
• Excellent time management and computer skills.
• Ability to travel up to 50%.

Nice To Haves

• Bachelor’s degree in Sales, Business Administration, Engineering, or a relevant field.
• Five years managing staff and programs at the national, district, or regional level.
• Seven years of related-industry professional sales experience.

Responsibilities

• Drive business development and project-based sales for lighting retrofit, controls, and energy-efficiency solutions across assigned U.S. territories, targeting retail, municipalities, universities, hospitals, industrial facilities, and property management organizations.
• Develop and execute territory growth strategies by building a strong sales pipeline, identifying new opportunities, managing order intake, forecasting revenue, and using Salesforce.com and Excel to track performance, budgets, and sales activities.
• Generate new business, analyze market opportunities, cultivate customer relationships, and deliver Wesco Energy Solutions offerings that drive customer value and business growth.
• Develop and administer sales plans to support customer satisfaction, quota attainment, strong reference accounts, and skilled, motivated staff.
• Partner with marketing to develop and implement sales and marketing programs and initiatives.
• Determine annual sales and gross profit plans by implementing marketing strategies and analyzing trends and results.
• Establish sales objectives by forecasting and developing sales quotas for territories.
• Project expected sales volume and profit for existing and new product lines and customers.
• Maintain sales volume, product mix, and selling price by monitoring market supply and demand, trends, economic indicators, and competitors.
• Coordinate order service by directing account representatives and executives on quotations, proposals, project order management techniques, and customer complaint resolution.
• Establish and adjust billing margins by monitoring costs, competition, and market conditions and negotiating cost-side levels.
• Recruit, select, orient, and train sales staff.
• Coach employees, plan and monitor their work, and appraise job results.
• Develop and maintain relationships with top customers.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, and participating in professional societies.
• Forecast and communicate intricate details to senior business managers.
• Interface with internal support departments to establish a positive customer experience.
• Partner with suppliers to maintain customer relationships, train staff, and execute marketing programs and initiatives.
• Partner with internal departments to troubleshoot issues such as inventory and operations.

Benefits

• Eligible employees may receive paid time off, medical, dental, and vision coverage, and retirement savings plans.
• Eligible positions may include participation in a bonus or sales incentive plan.
• Certain sales roles may offer commission-based additional compensation.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: High school or GED