Senior Representative - Outside Sales

Wesco•Fresno, CA

15h•$89,928 - $121,403•Onsite

About The Position

The Senior Representative - Outside Sales develops new prospects and interacts with assigned customers to increase sales and margin of the Company's products and services. The role participates in customer business planning to understand customer needs. Its primary focus is face-to-face selling and account management to achieve sales revenue goals by assessing customer needs, recommending appropriate products, services, or solutions, and ensuring a smooth sales process. The representative engages with technical, operations, supply chain, and executive-level contacts and may develop and deliver sales bids, presentations, proposals, or product demonstrations. The position generally involves work in an office environment, with travel to customer sites or warehouse facilities. Driving may involve extended periods with frequent stops and starts, and the role may be exposed to outdoor weather conditions. Travel to current and potential clients and suppliers is required, with travel estimated at 50%–75%; occasional overnight travel and a flexible schedule may also be required. The role includes the opportunity to earn commission in addition to base salary, tied to individual sales performance. Eligible employees may receive paid time off, medical, dental, and vision coverage, and retirement savings plans. Compensation may also include participation in a bonus or sales incentive plan for eligible positions.

Requirements

Valid driver's license with a 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 undertake occasional overnight travel.
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 assessing market potential and provide periodic territory sales forecasts.
Execute and expand assigned customer account plans developed with management.
Carry out 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 their product or service needs and suggest suitable offerings.
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.
Build product knowledge through Wesco and supplier training.
Develop 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.
Develop and deliver sales bids, presentations, proposals, and product demonstrations as needed.

Benefits

Commission opportunity tied to individual sales performance.
Eligible employees may receive paid time off, medical coverage, dental coverage, vision coverage, and retirement savings plans.
Eligible positions may include participation in a bonus or sales incentive plan.

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