Senior Representative - Outside Sales

Wesco•Carol Stream, IL

About The Position

The Senior Representative – Outside Sales manages and grows assigned customer accounts while developing new prospects and building relationships with customers at all levels of their organizations. The role involves face-to-face selling, strategic account management, presentations, proposals, bids, and product demonstrations to drive revenue, increase margin, and create long-term customer and company value. Work is generally performed in an office, with travel to customer sites or warehouse facilities as needed. The position offers commission in addition to base salary, with earnings tied to individual sales performance.

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.
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 through cold calling and referral channels.
Communicate with customers and leads to understand 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 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.