Job Description

As a Representative - Outside Sales, you will be responsible for developing new prospects and interacting with assigned customers to increase sales and margin of the company's products and/or services. Your primary focus will be face-to-face selling and account management activities to meet sales revenue. You will be expected to engage with all levels of the customers’ organizations including technical, operations, supply chain and executive management. You may be required to develop and deliver sales bids, presentations, proposals and/or product demonstrations.

Responsibilities:

• Assess customer needs and suggest products, services and/or solutions and ensure a smooth sales process.
• Executes and expands assigned customer account plan(s) which is developed in conjunction with management.
• Executes on billing margin initiatives through value added services, marketing programs, and supplier engagement.
• Prospects potential customers, including cold calling and developing leads through referral channels. 
• Communicates with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs.
• Demonstrates the functions and utility of products or services to customers based on their needs.
• Ensures customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post-sale.
• Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.
• Utilizes sales management tools for sales planning, supplier planning and documenting opportunities.
• Develops and grows product knowledge through Wesco and supplier training.
• Develops strong relationships with suppliers, including performing regular joint sales calls.
• Provides quotations directly or in conjunction with sales support team.
• Identifies and solicits potential customers.
• Specifies products to meet customer requirements, needs and recommends inventory of products.
• Makes calls to customers and prospects.
• Assists account representatives find new sales opportunities.
• Prepares quotations, proposals, tenders, etc.
• Increases orders by suggesting related items, explaining features, and checking customer’s buying history.
• Follows up on logistics and expedites products to ensure customer satisfaction.
• Consults with customers after sale to resolve lighting problems and provide ongoing support.
• Prepares lighting designs and take-offs for customers and recommends lighting requirements.
• Prepares customer payback analysis.
• Supports customer energy rebate programs.
• Creates bill of materials from drawings and suggest alternates from preferred suppliers.
• Reviews reports to identify problems and take actions to ensure customer satisfaction.
• Communicates new product and service opportunities, special developments, information, or feedback gathered through field activity to appropriate company staff.
• Supports local sales. Trains and assists sales staff with product familiarity, new product development and related product technology.
• Develops and maintains relationships with vendors and customers to achieve best outcomes.
• Works with national lighting manager to develop regional strategy and execution.
• Understands national lighting plan, strategy and target markets in order to align regional sales plans.
• Builds pipeline to track sales activity and utilize for sales forecasts.
• Works with customer to develop return on investment (ROI) and lighting and controls strategy.
• Performs customer lighting audits, designs, and take-offs and recommend lighting solutions.
• Assesses customer needs and resources and recommends products.
• Works with branches on implementation of lighting programs and local lighting initiatives and events.
• Supports branch and regional lighting training with local manufacturer’s representative.

Qualifications:

• Valid Driver’s License, with a satisfactory driving record required
• High School Degree or Equivalent required; Bachelor’s Degree is preferred
• Prior sales experience required, outside sales preferred
• Two years of industry experience preferred
• Ability to travel to current and potential clients and suppliers
• Ability to work flexible schedule and occasional overnight travel
• Excellent sales and negotiation skills
• Ability to develop and deliver presentations
• Strong interpersonal skills
• Effective communicator both written and verbally
• Ability to work in team environment
• Strong Microsoft Office Suite skills
• Knowledge of advertising and sales promotion techniques (Preferred)
• Ability to travel 50% - 75% of the time

Working Environment: Outside Sales – Work is generally performed in an office environment, but employee may need to travel to customer sites or warehouse facilities. Driving may be required for an extended period of time with frequent stops and starts.  Can be exposed to outdoor weather conditions.

** This role includes the opportunity to earn commission in addition to base salary, with earnings tied to your individual sales performance.**

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This amount is what we reasonably believe we will pay for the position; however, offer amounts may vary based on factors such as geographic location, relevant education, experience, qualifications, skills, shift, or any collective bargaining agreements.

For eligible positions, compensation may include participation in a bonus or sales incentive plan, subject to the terms and conditions of the applicable plan documents. For certain sales roles, Wesco also offers a commission structure that provides additional compensation based on sales results, as defined by the applicable commission plan.

In addition, Wesco offers a benefits program for eligible employees, which may include paid time off, medical, dental, and vision coverage, and retirement savings plans. Additional details about benefits are available here