Senior Representative - Outside Sales
About The Position
As a Senior Representative - Outside Sales, you will develop new prospects and interact with assigned customers to increase sales and margin of the Company's products and/or services. You will participate in customer business planning to understand customer needs. The role focuses primarily on face-to-face selling and account management to meet sales revenue goals by assessing customer needs, suggesting appropriate products, services and/or solutions, and ensuring a smooth sales process. You will engage with all levels of customer organizations, including technical, operations, supply chain, and executive management, and may develop and deliver sales bids, presentations, proposals, and product demonstrations. Work is generally performed in an office environment, with travel to customer sites or warehouse facilities. Driving may be required for extended periods with frequent stops and starts, and the role may involve exposure to outdoor weather conditions. Travel to current and potential clients and suppliers is required, with travel estimated at 50%–75%. The schedule may be flexible and may include occasional overnight travel. The role offers the opportunity to earn commission in addition to base salary, with earnings tied to individual sales performance. Eligible positions may also participate in a bonus or sales incentive plan, subject to the applicable plan terms. Wesco offers eligible employees a benefits program that may include paid time off, medical, dental, and vision coverage, and retirement savings plans.
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 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.
- 4 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 to customers based on their needs.
- Ensure customer satisfaction through ongoing communication and relationship management, and resolve post-sale issues.
- Maintain communication with existing and previous customers, alerting them to new products, services, and enhancements that may interest them.
- 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
- Commission opportunity tied to individual sales performance.
- Eligible positions may include participation in a bonus or sales incentive plan.
- Eligible employees may receive paid time off, medical coverage, dental coverage, vision coverage, and retirement savings plans.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
High school or GED
