Senior Representative - Outside Sales

Wesco•Carol Stream, IL

About The Position

The Senior Representative - Outside Sales develops new prospects and works with assigned customers to increase sales and margin for the Company’s products and services. The role participates in customer business planning, assesses customer needs, and recommends appropriate products, services, or solutions. Its primary focus is face-to-face selling and account management to meet sales revenue goals and ensure a smooth sales process. The representative engages with customer contacts across technical, operations, supply chain, and executive management, and may prepare and deliver sales bids, presentations, proposals, and product demonstrations. The role includes qualifying accounts and assessing market potential, executing customer account plans developed with management, and driving billing-margin initiatives through value-added services, marketing programs, and supplier engagement. It also involves prospecting, managing customer relationships, resolving post-sale issues, supporting account growth and retention, developing product knowledge, coordinating with suppliers and sales support, and mentoring the sales team. The position is generally performed in an office environment, with travel to customer sites or warehouses; driving and exposure to outdoor weather conditions may be part of the work. Compensation includes base salary and the opportunity to earn commission based on individual sales performance.

Requirements

Valid driver’s license and satisfactory driving record.
High school degree or equivalent.
Three to five 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.

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 their product or service needs and suggest suitable offerings.
Demonstrate product or service functions and utility to customers based on their needs.
Maintain customer satisfaction through ongoing communication and relationship management, resolving post-sale issues.
Keep existing and former 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.
Develop and deliver sales bids, presentations, proposals, or product demonstrations as needed.
Travel to current and potential clients and suppliers, including travel of 50%–75% and occasional overnight travel.