Senior Representative - Outside Sales

Wesco • Carol Stream, IL

5d • $81,753 - $110,366

About The Position

The Senior Representative - Outside Sales develops new prospects and interacts with assigned customers to increase sales and margin for the Company's products and services. The role participates in customer business planning to understand customer needs, with a primary focus on face-to-face selling and account management to achieve sales revenue goals. The representative assesses customer needs, recommends appropriate products, services, or solutions, and helps ensure a smooth sales process. They engage with customer contacts at all organizational levels, including technical, operations, supply chain, and executive management, and may develop and deliver sales bids, presentations, proposals, or product demonstrations.

The position involves qualifying accounts, forecasting territory sales, executing customer account plans, and pursuing account growth and retention. It also includes prospecting, customer and supplier relationship management, product and service promotion, quotations, sales and supplier planning, and mentoring members of the sales team. Travel to current and potential customers and suppliers is required, including travel of 50%–75% and occasional overnight travel. Work is generally performed in an office but may involve customer sites or warehouse facilities, extended periods of driving with frequent stops and starts, and exposure to outdoor weather conditions.

The role includes the opportunity to earn commission in addition to base salary, with earnings tied to individual sales performance. Eligible positions may also include participation in a bonus or sales incentive plan. 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 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.
• Ability to travel 50%–75%.
• 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 through cold calling and referral channels.
• Communicate with customers and leads to understand their product or service needs and recommend products and services to meet those needs.
• 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 through 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.
• Participate in customer business planning and engage with customer stakeholders at technical, operations, supply chain, and executive levels.
• Develop and deliver sales bids, presentations, proposals, or product demonstrations as needed.

Benefits

• Eligible employees may receive paid time off, medical coverage, dental coverage, vision coverage, and retirement savings plans.
• The role offers the opportunity to earn commission based on individual sales performance.
• Eligible positions may include participation in a bonus or sales incentive plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: High school or GED