Senior Representative - Outside Sales

Wesco • Indianapolis, IN

18h • $81,753 - $110,366

About The Position

As a Senior Representative – Outside Sales, you will drive sales growth within the OEM market by developing relationships with manufacturers and identifying opportunities to expand the Company's products, services, and solutions within customer applications. You will engage with engineering, sourcing, procurement, operations, supply chain, and executive leadership to understand technical requirements, manufacturing processes, and production goals.

The role requires experience working with OEM customers and complex manufacturing sales cycles, including product specifications, technical solution selling, quotations, contract negotiations, forecasting, and account development. You will serve as a trusted commercial partner throughout the customer lifecycle, from design and specification through production and ongoing account growth.

Work is generally performed in an office environment, but travel to customer sites or warehouse facilities may be required. Driving may involve extended periods with frequent stops and starts, and the role may expose you to outdoor weather conditions. The position includes the opportunity to earn commission in addition to base salary, tied to individual sales performance. Eligible employees may receive benefits that include paid time off, medical, dental, and vision coverage, and retirement savings plans.

Requirements

• Valid driver's license and satisfactory driving record.
• High school degree or equivalent.
• 3–5 years of outside sales experience.
• Ability to travel to current and potential clients and suppliers.
• Ability to work a flexible schedule and travel overnight occasionally.
• Excellent sales and negotiation skills.
• Ability to develop and deliver presentations.
• Strong interpersonal skills.
• Effective written and verbal communication skills.
• Ability to work in a team environment.
• Strong Microsoft Office Suite skills.
• Ability to travel 50%–75%.

Nice To Haves

• Bachelor's degree in Marketing, Sales, Business, Engineering, or a related field.
• Four years of industry experience.
• Knowledge of advertising and sales promotion techniques.

Responsibilities

• Qualify accounts by determining market potential and provide periodic territory sales forecasts.
• Execute and expand assigned customer account plans developed in conjunction with management.
• Execute billing margin initiatives through value-added services, marketing programs, and supplier engagement.
• Prospect potential customers, including cold calling and developing leads through referral channels.
• Communicate with customers and leads to identify and understand their product or service needs, and suggest products and services to meet those needs.
• Demonstrate product or service functions and utility based on customer needs.
• Ensure customer satisfaction through ongoing communication and relationship management, and resolve post-sale issues.
• Maintain communication with existing and previous customers and inform them about relevant new products, services, and enhancements.
• Develop sales and supplier plans to drive account growth and retention, using sales management tools to track and measure progress.
• Develop and grow product knowledge through Wesco and supplier training.
• Develop strong supplier relationships, including performing regular joint sales calls.
• Provide quotations directly or in conjunction with the sales support team.
• Mentor the sales team and communicate relevant information and expectations to support optimum customer service.

Benefits

• Opportunity to earn commission in addition to base salary, tied to individual sales performance.
• Eligible employees may receive paid time off.
• Eligible employees may receive medical coverage.
• Eligible employees may receive dental coverage.
• Eligible employees may receive vision coverage.
• Eligible employees may receive retirement savings plans.
• Eligible positions may include participation in a bonus or sales incentive plan.

What This Job Offers

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