Senior Representative - Outside Sales

Wesco•Indianapolis, IN

12d

About The Position

The Senior Representative – Outside Sales drives sales growth within the OEM market by developing manufacturer relationships and identifying opportunities to expand the Company's products, services, and solutions in customer applications. The role engages with engineering, sourcing, procurement, operations, supply chain, and executive leadership to understand technical requirements, manufacturing processes, and production goals. It supports customers throughout the lifecycle, from design and specification through production and ongoing account growth, and involves complex manufacturing sales cycles, including product specifications, technical solution selling, quotations, contract negotiations, forecasting, and account development. The position also mentors the sales team and offers commission in addition to base salary, with earnings tied to individual sales performance. Work is generally performed in an office environment, with travel to customer sites or warehouse facilities. Driving may involve extended periods with frequent stops and starts, and the employee may be exposed to outdoor weather conditions. Travel to current and potential clients and suppliers is required, with 50%–75% travel and occasional overnight travel.

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, including 50%–75% travel.
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.

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 with management.
Execute billing margin initiatives through value-added services, marketing programs, and supplier engagement.
Prospect potential customers through cold calling and referral channels.
Communicate with customers and leads to identify their needs and suggest suitable products and services.
Demonstrate product or service functions and utility based on customer needs.
Maintain customer satisfaction through ongoing communication and relationship management, resolving post-sale issues.
Keep existing and previous customers informed 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 product knowledge through Wesco and supplier training.
Build strong supplier relationships, including conducting 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.