Senior Manager - Sales (Lighting Retrofits Controls and Solutions)

Wesco

23d

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, complex location. The role designs and recommends sales and marketing programs, sets short- and long-term sales strategies, and manages direct reports who typically have managerial responsibilities. The position drives business development and project-based sales for lighting retrofit, controls, and energy-efficiency solutions across assigned U.S. territories. It builds customer relationships, develops territory growth strategies, manages pipeline and revenue forecasts, and delivers Wesco Energy Solutions offerings to customers. The Senior Manager develops sales plans, oversees staff performance, partners with marketing, suppliers, and internal support departments, and communicates forecasts and business details to senior managers.

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 in strategic planning, resource allocation, and coordination of people and resources.
Demonstrated understanding and execution of customer and personal service principles and processes, including customer needs assessment, meeting service quality standards, and evaluating customer satisfaction.
Strong verbal, written, analytical, persuasion, and interpersonal skills.
Ability to exercise 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.
At least 5 years managing staff and programs at a national, district, or regional level.
At least 7 years of professional sales experience in a related industry.

Responsibilities

Drive business development and project-based sales for lighting retrofit, controls, and energy-efficiency solutions across assigned U.S. territories.
Target retail, municipalities, universities, hospitals, industrial facilities, and property management organizations.
Develop and execute territory growth strategies by building a sales pipeline, identifying opportunities, managing order intake, forecasting revenue, and tracking sales activity and budgets using Salesforce.com and Excel.
Generate new business, analyze market opportunities, cultivate customer relationships, and deliver Wesco Energy Solutions offerings that support customer value and business growth.
Develop and administer sales plans to support customer satisfaction, quota attainment, reference accounts, and a skilled and 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 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, 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, plan, monitor, and appraise employee performance.
Develop and maintain relationships with top customers.
Maintain professional and technical knowledge through educational workshops, professional publications, and participation in professional societies.
Forecast and communicate intricate details to senior business managers.
Work with internal support departments to establish a positive customer experience and troubleshoot issues such as inventory and operations.
Partner with suppliers to maintain customer relationships, train staff, and execute marketing programs and initiatives.